How to Win More Telecom Sales

telecom salesYou step into the car dealership and look around at all of your options. Red convertibles, little sports cars, all-terrain trucks. In your mind, you’re already flying down the highway, the breeze in your hair, music pouring from the car’s speakers, when the salesperson interrupts your thoughts with his mundane descriptions of the type of rubber in the car’s tires and the new fuel injection system.

When customers buy a car, they want to know how it’s going to feel driving it, not all the little mechanical details. The same idea applies to Unified Communication sales. At Bicom Systems, we’ve learned that in order to win more customers, you must give them an experience, a feeling, not just a description of each component of a phone system.

Start by getting to know your potential customers. Understand their visions, their plans for the future. Ask them about their current expenses and problems and get them to look forward two or three years and tell you what they’d like to change. Get into the mind of the customer.

The next step is to shift the customer’s focus away from the phone system to the bigger picture. Don’t describe the features, describe how those features will change their lives. How they’ll be saving time and energy. How they’ll be making sales left and right. How the system practically runs itself. Bicom Systems products piece together to create a seamless system for customers. We tell customers that our PBXware, TELCOware, and SERVERware combination will free up their time to win more sales while the technical operations go on in the background.

Finally, don’t forget to include a number of applications. Potential customers can find “good phone systems” among your competition. But if you have a “good phone system” with additional applications to make life easier for the customer, that will set you apart from the crowd. Even the most simple application can make all the difference if it is incredibly useful. Bicom Systems offers gloCOM, our Unified Communications desktop and mobile app, as the icing on the cake. gloCOM and our other applications speed up otherwise laborious tasks and give our clients that extra push that they need to sign on.

In short, don’t get lost in the competition by just offering a phone system. Or even a good phone system. Stand out from the rest by offering a lifestyle.

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VoIP Integration

voip integrationRegardless of how many times we write about the benefits of VoIP, it is always worth pointing out more. VoIP is a game-changer for almost all types of companies and organizations, but only if you recognize its benefits and use it to its full potential.

One such benefit of VoIP, particularly cloud-based VoIP, is integration. The first step to Unified Communications, VoIP can integrate with many or all of your other applications.

Seamless integration saves on time and money and boosts productivity and efficiency. Everyone from the smallest business to the largest enterprise can benefit from a more cohesive and synergistic solution.

Bicom Systems VoIP products are built to integrate natively. PBXware for telephony, TELCOware for provisioning, and SERVERware as a foundation work together seamlessly, especially when tied together by gloCOM, our desktop and mobile communicator app. Learn more on our website.

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Diagnostic Tools

I was recently asked about how to test a server’s usage:

  • iftop – Network Bandwidth Monitoring
  • IPTraf – Real Time IP LAN Monitoring
  • Iostat – Input/Output Statistics
  • Iotop – Monitor Linux Disk I/O
  • Htop – Linux Process Monitoring
  • Netstat – Network Statistics
  • Tcpdump – Network Packet Analyser
  • VmStat – Virtual Memory Statistics
  • Top – Linux Process Monitoring

Soon though, SERVERware 3 comes out and does this all !