How to SELLECOM Hosted PBX

IP Communications is not a plug-and-play service that can be sold as a replacement for POTS or  Integrated T1.

And that's a problem.

The direct and indirect sales channels are not trained in Consultative Selling, so it makes it difficult to position Hosted PBX against premise based PBX systems.

TCO and ROI are fine IF you are using these levers properly.

That's right, Levers. TCO and ROI justifications are used to close the sale, but work only if all aspects and factors have been included. It has to go beyond a plug-and-play comparison. There has to be a needs analysis.

A TCO (total cost of ownership) model only works for apples to apples comparisons. If the sales team understands the Value of IP Communications and the possibilities it presents - and can present that value clearly to the prospect - then the TCO case is apples to oranges -- the customer benefits greatly from IP Comm.

An ROI (return on investment) model for hosted PBX versus Premise based PBX can be tricky, if you are doing a plug-and-play sale. And that's what most sales teams do.
(Does your sales team know the difference between CAPEX and OPEX?)

Businesses get the most out of Hosted VoIP service when it increases productivity or efficiency inside the business. When Domino's hooked its PBX to its CRM database, business became quicker and the customer experience improved. This is the power of selling Voice as an Application.



Learn how to sell Hosted PBX to the SMB space.
This bundle includes all of the tools to help you learn how:

slide deck as PDF 2 audio files in mp3 format video of training class

Just  $149!