"Old age isn't so bad when you consider the alternatives."Cato
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Keep Your Passwords Safe on Public Wireless Networks
Most people take for granted the security of their computers connection to the outside world. And in many homes and offices this is a reasonably good assumption. But, things do change when someone, armed with a laptop computer and a wireless "WIFI" ...
The Speed Of Life: Can Wireless Data Keep Up With Us?
If you are a part of the modern information age today, you would have noticed that everything these days is moving at a blistering pace. It wasn't that many years ago that we were tethered to our walls if we wanted to talk to someone that wasn't within ...
Using a Bluetooth Headset with your PC
If you use your computer for Voice over IP (VoIP) applications, chances are that at some time you've experienced frustration with the cords associated with traditional PC headsets. Imagine being able to roam throughout your home whilst talking to people ...
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Q & A
Amy Fox, Accelerated Business Results
"Humanize the Sales Experience"
Q. Sometimes when I'm presenting to clients, I sense that the customer tunes out. Is there a better way to communicate with a customer or engage them?
A. Salespeople get caught up in the hype of their own product and lose touch with their client's reality sometimes. You may be an expert in your field, but you have to assume the client is not. Most clients do not speak tech-ese, so you have to couch the conversation in language that is familiar.
Q. In high tech sales situations, what are some ways of obtaining better results on sales calls?
A. Start by shifting the focus from you to your client. Instead of presenting information to a client on your first sales call, try asking the client what expectations they have for the meeting. You can build a list of desired results from their answer. Try using questions that put the client in the driver's seat. For example, "What would you like to learn more about?" or "How can I help resolve these issues?"
Q. Are clients actually put off by technical language?
A. It depends, because there are instances when it is appropriate. If you're speaking to a technical person who expects you to inform them about these aspects, go ahead. In many cases, the decision maker is not technical, so speaking in terms the client does not understand wastes their time. Even worse, they feel uncomfortable. Do you know anyone who would buy under these circumstances? There is no easier way to lose a sale then alienating a client.
Q. What's the best way to speak about a technical product to a non-technical person?
A. Refrain from using acronyms and technical jargon. Some common words that are not generally understood are IPSEC, T-1s, WIFI, Routers. Concentrate on the problem they need to fix or the result they want to achieve. If the client needs a technical description, they'll ask for it. Otherwise, avoid using these words.
Q. What are some other key ways I can improve the sales experience for my clients?
A. You need to humanize the sales experience. Once you learn to communicate in ways that relate to and reach they client, you regain your most distinguishing feature – yourself. Shorten your presentations by focusing on the capabilities and solutions you can provide in the client's unique business environment. Learn to listen closely, catch key phrases, and hone in on their needs, not your own sales agenda. Incorporate business terms that are meaningful to the client in your dialogue.
Q. Do you think the first meeting with a prospective client should be a fact-finding interview?
A. That is one way of thinking about it. Keep in mind clients don't consider your products and services just for the heck of it. They either have a problem they need to fix or a result that must be achieved. The salesperson's job is to use questions to uncover their business challenges and concerns. The goal in the first meeting is to set the foundation to build a relationship.
Q. When I'm presenting my high tech solution, how do I position it to come across persuasively so that the customer wants to purchase it?
A. Don't simply explain what your product does and how it works. Present the value it brings to their business. For example, most salespeople would sell a high-speed internet connection that claims to be x times faster, rather than selling a solution that allows the client to process orders at a higher rate resulting in increased revenues. Demonstrate the benefits by linking back to how it will solve problems and achieve results.
Amy Fox has designed and delivered sales training for Fortune 500 telecommunications and technology firms for companies such as Global Crossing Telecommunications, Cincinnati Bell, and Trivantis. Ms. Fox has taught M.B. A. courses at Xavier University on creating a coaching culture. Amy Fox founded Accelerated Business Results in 2003.
amy.fox@acceleratedbr.com
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 DeFi will serve up VoIP over WiFi on iPhone (Ars Technica)
VoIP over WiFi with a flat-rate monthly charge for both calls and the network—what's the catch? Provider DeFi says they can deliver it all: now to Nokia S60 phones, and soon to iPhones. Read More...
Library provides WiFi access (Durant Daily Democrat)
In today’s technological age, surfing the Internet is a popular activity. Now, Durant and Bryan County residents are able to enjoy this pleasure wirelessly at Durant’s Robert L. Williams Public Library.
Try the latest improved version of Vopium WiFi (beta) for Symbian (IT World)
Vopium now brings an improved version of Vopium WiFi for Nokia Symbian phones. This new version is faster and better that allows people to make free or low cost international calls to their friends and relatives abroad.
Chrysler's Web Edition vehicle package: includes WiFi, iPod touch and a Dell Mini 9 (Engadget)
Chrysler has been toying with in-car connectivity for months now, so it's really no shock to see the next logical step being taken. At the San Francisco Auto Show this week, the automaker is set to showcase a "Web Edition" package, which would theoretically be available as a dealer-installed option for most Chrysler, Jeep, and Dodge vehicles. The bundle would include an Autonet Mobile ...
Meraki Introduces Residential WiFi Pack Featuring New Wall Plug WiFi Device (PR Newswire via Yahoo! Finance)
Meraki, an award-winning provider of wireless networking solutions, today introduced its new Residential WiFi Pack to assist property managers and owners in providing reliable broadband wireless access throughout apartment complexes, condominiums, hotels and more.
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