Telecommunication sales training plan to increase productivity and retain customers

1. TRAINING TRENDS PLAN
PRESENTATION
WILLIAM A. GREEN
AET/570
DR. GALE COSSETTE
SEPTEMBER 26 ,2016

2. TELECOMMUNICATION INDUSTRY

3. FOUR TRAINING TRENDS
• VoIP and Volto (Voice over IP)
• E-business
• WIFI AND WIMAX
• Analog and Digital Cellular Communications

4. GOALS
• To increase business consultants knowledge and sales skills
• To retain customers and increase revenue by improving sales performance and
productivity
• Define key indicators that drive the business and strengthen them

5. OBJECTIVES
• To empower business consultant with the knowledge to engage in constructive
dialogue with customers and recommend the right products and services to fit their
business
• To change the business consultants mind set into a consultative style of selling,
making them accountable and committed to providing customers a effortless class
customer service experience.
• To educate business consultants on the features and benefits and focus on improving
those that matter the most to the customers.

6. STRATEGIES
• Use content and social media marketing
• Focus on keeping customers for life
• Make your sales message clear

7. UNDERSTANDING OF CONTENT
• The telecommunications industry is an ever-changing industry and it all boils down to who can offer
the best service at the most competitive price. The one thing telecom companies are focused on his
providing customers with an effortless sales experience and keeping customers for life. They are trying
to retain customers to increase profits and are rewarding business consultants by paying them on
residuals. Its about attracting more customers and what better way to do this than by using social
media such as Twitter and Facebook. The benefits are more qualified leads, multiple avenues to reach
customers, and lower cost to acquire customers.
• The trend in the sales industry, specifically telecommunications is consultative selling. This style of
selling will ensure of all goals and objectives stated in this presentation becomes a reality. Sales
professionals that have adopted the consultative selling approach have seen huge benefits such as big
ticket sales, bigger profit margins, and most of all it has increase their commissions. It improves
customers relations because the customer knows the value of what they have purchased so therefore
the price is not the main factor. It increases referrals and customer loyalty and it makes the
stakeholders happy.

8. REFERENCES
• Fisher, D. (2016). Benefits to Adopting a Consultative Sales Approach.
• Tracy, B. (n.d.). 14 Proven Strategies To Increase Sales Of Your Product