From the course: Selling into Industries: Telecommunications
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Consultative selling in the telecommunications industry
From the course: Selling into Industries: Telecommunications
Consultative selling in the telecommunications industry
- Specifically in the telecommunications industry, there is nothing you sell into that space. No product, no service, no special package, that your competitors don't sell, can't sell, or won't sell. It takes far more than a great product to gain competitive advantage. That's why selling into telecommunications requires consultative selling. Consultative selling is an approach to sales in which the sales representative plays the part of a strategic advisor and partner, who finds ways to help the client solve problems, create opportunities, and achieve goals. You prioritize understanding what the client needs, their challenges and where they want to be. This way, you can make more helpful, tailored, and ultimately more successful proposals. With consultative selling, you gain competitive advantage because the sale is no longer about the product. It's about the value that you bring. Consultative selling positions you as a trusted resource and a true partner on the team. This is such a…
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