Selling with excellence in the mobile industry


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Selling with excellence in the mobile industry

  1. 1.   Selling with Excellence in The Mobile Industry Sergio Lozoya- 2010
  2. 2. Follow Stephen Covey's 7 Habits of Highly Effective People <ul><li>Stephen Covey's Seven Habits are a simple set of rules for life - inter-related and synergistic, and yet each one powerful and worthy of adopting and following in its own right. For many people, reading Covey's work, or listening to him speak, literally changes their lives. This is powerful stuff indeed and highly recommended. As a salesperson, you can only benefit from these habits, because they are a very strong foundation in today’s business world. </li></ul><ul><li>  Stephen Covey’s seven habits: </li></ul><ul><li>  </li></ul><ul><li>  1- Be Proactive: Principles of Personal Vision </li></ul><ul><li>  2- Begin with the End in Mind: Principles of Personal Leadership </li></ul><ul><li>  3- Put First Things First: Principles of Personal Management </li></ul><ul><li>  4- Think Win/Win: Principles of Interpersonal Leadership </li></ul><ul><li>  5- Seek First to Understand, Then to be understood </li></ul><ul><li>  6-  Synergize: Principles of Creative Communication </li></ul><ul><li>  7-  Sharpen the Saw: Principles of Balanced Self-Renewal </li></ul>
  3. 3. Get Organized. <ul><li>The most valuable asset is time, making the best of it will make you successful. The Mobile Industry has some of the most competitive salespeople so staying organized is fundamental. </li></ul><ul><li>By organizing your life you simplify it, you become a more proactive person. </li></ul><ul><li>Time management is the biggest differentiator between mediocre salespeople and successful salespeople, period. </li></ul><ul><li>Buy an Agenda, I recommend the Stephen Covey one, it is truly one of the best tools out there. Also, become an Outlook user. </li></ul><ul><li>Being organized is a way of life, you will be able to prioritize the important things in your life, be more productive and see the big picture. </li></ul>
  4. 4. Become an Account Management Advocate. - <ul><li>Study your target accounts and its environment  thoroughly, if you are selling into mobile operators find out what technology they use, how many subscribers they have, what products and services they offer, what is their territory of influence, how much is the expected economic growth, what is their ARPU. Implement Channel Management into your learning, you will need to manage a channel sooner or later. </li></ul><ul><li>Sign for a  account and learn to use it, it is an Easy-to-use Web-based CRM solution for sales; it will become your best selling CRM tool ever! </li></ul><ul><li>Understand the &quot;buying ecosystem&quot;, you have to know who do you have to sell to, who are you competing against, how many influencers there are for your type of product/service, if there is a budget assigned for what you are selling, become an expert on the problems that your offering will solve and the money your target customers will save and or make when they buy from you. </li></ul><ul><li>This is a never-ending process, once you sell, there are new opportunities and threats within that specific account + customer referrals are still one of the strongest selling points anywhere. </li></ul><ul><li>I recommend four books ( but there are several great ones): &quot;New Strategic Selling&quot; by Stephen E Heiman; &quot;How Winners Sell&quot; by Dave Stein, &quot;Spin Selling&quot; by Neil Rackham, and &quot;Managing Channels of Distribution&quot; by Rolnicki. </li></ul>
  5. 5. Study the Mobile Ecosystem Trends & Opportunities -
  6. 6. Achieve extreme product knowledge. <ul><li>There is no way around it, you have to know your product or service inside out. This is a really key aspect of successful selling and CLOSING! </li></ul><ul><li>  </li></ul><ul><li>Get yourself a &quot;product mentor&quot; inside the company, ally yourself with the technical guys, you will learn tons and demystify the notion that sales and tech guys can not work together. </li></ul><ul><li>Read all the product brochures over and over, you will be amazed how many new features and angles of your product you will find. </li></ul><ul><li>Study your competitor's products, this way you will learn from their strengths and weaknesses and you will add value to the sales process and customer service. </li></ul><ul><li>Write down all your customer's questions, get the answers, challenge yourself to respond to complex questions that initially you had no idea how to answer. </li></ul>
  7. 7. Be an active Linkedin user <ul><ul><li>Excellent professional social tool to interact with industry peers, find key decision makers, provide and get references, find jobs and business opportunities </li></ul></ul><ul><ul><li>A true organic and dynamic networking tool </li></ul></ul><ul><li>Contains profiles of Fortune 500 executives and leading entrepreneurs </li></ul><ul><ul><li>average individual salary on LinkedIn is $109,000 </li></ul></ul><ul><li>On LinkedIn your can: </li></ul><ul><ul><li>Post a profile and resume </li></ul></ul><ul><ul><li>Connect with colleagues </li></ul></ul><ul><ul><li>Share professional recommendations </li></ul></ul><ul><ul><li>Find jobs </li></ul></ul><ul><ul><li>Forums to demonstrate expertise and find answers </li></ul></ul>
  8. 8. Stay updated on the Mobile Industry news and trends . <ul><li>This has to be fun for you! Embrace the mobile industry and learn as much as you can, you will be surprised how trends &quot;merge&quot; from many different segments in wireless. </li></ul><ul><li>Read wireless websites and subscribe to their newsletters, I strongly recommend: , , , ,  , ,  , , , ,, </li></ul><ul><li>Go to CTIA's website: , check the websites of the companies in the mobile industry, learn about all the mobile products and services out there, attend the CTIA show if possible or get the book from the event. </li></ul><ul><li>I strongly recommend 4 books: “Branding Unbound” by Rick Mathieson &quot;Introduction to Mobile Communications&quot; by Wakefield, Mc Nally, Bowler and Maine, &quot;M-Commerce, Technologies, Services and Business Models&quot; by Sadeh, &quot;The Nokia Revolution, the story of an extraordinary company that transformed an Industry&quot;, and &quot;Mobile Advertising&quot; by Sharma, Herzog and Melfi. </li></ul>
  9. 9. Thank you! <ul><li>Sergio Lozoya </li></ul><ul><li>Mobile Sales Guru </li></ul><ul><li>[email_address] </li></ul>
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