The SIP trunk reselling market is hot right now. There are plenty of businesses that are getting rid of antiquated phone lines in favor of a more modern way to communicate.
Despite the fact that reselling SIP is popular, some sales specialists find themselves having trouble selling their services.
Do you feel like your sales pitches just aren’t closing anymore? If you’re having trouble with sales, it’s possible that you could be making these 5 mistakes.
1. You Sell The Product, Not the Solution
When people are looking into using a SIP trunk service, there are going to be some factors they care about.
The cost will be one of the first things a customer asks about when you’re trying to sell to them. The ease of setup and management will be something savvy customers will be concerned about, and the same goes for product features.
Every person you’re selling to will have plenty of questions about the product, but when it really comes down to making a sale, it’s not truly about the product. Overall, it’s about the solution the product offers.
Solution: Don’t Sell the Product, Sell Solutions to Their Problems
In the end, people are looking into utilizing SIP trunk services because they need a better way to manage their communication needs.
The cost, technical features, and management are important, but they’re not as important as solving the prospect’s underlying communication needs.
Treat the product information as something you mention, but make the bulk of your sales pitch about all of the different ways your SIP trunk service can solve their problems and fulfill their most pressing needs.
Pay attention to problems they bring up during your initial conversation, then be sure to highlight how SIP trunk service can help.
2. Your Approach is Too Broad
You’re at the point where you recite your sales pitch from memory frontwards and backwards. You do your best to make sure that you don’t change too much from client to client since you want to focus on consistency.
Having a solid approach is good in the sales world, not taking the time to adjust it for each potential client could lead to problems when it’s time to close.
Solution: Vary Your Message for Each Prospect
Your overall sales pitch can be the same, but you’re going to want to insert some things that matter to your client.
A non-profit that talks to people around the country and operates on a shoe-string budget may need to hear some reasons why the overall savings of utilizing a SIP trunk service can outweigh the hassle of transition.
3. You Do All the Talking
Whether it’s a prospecting sales call or a sitdown meeting with someone, you find yourself talking most of the time.
You don’t steamroll over people in conversations, and you always make time for people to ask questions. You’re always polite, but you tend to dominate the conversation and steer the narrative to where you think you need to go.
Solution: Actively Listen to Sales Prospects
The next time you’re pitching a prospect, see if you can time how long you talk vs. how long they talk. If you spend all of your time talking, that means that you aren’t taking the time to listen to your potential client’s needs.
Don’t expect a sales inquiry form to tell you everything you need to know about a prospect. When your client talks directly to you, they’re giving you the opportunity to learn important information about their unique communication needs.
Take some time to read up on how to actively listen, and try to let your prospect do the talking when you meet. You’ll be surprised at how quickly you see things change!
4. Your Prospects Seem “Off”
You don’t have a problem finding people to talk to about SIP trunking service. The main issue is that they never seem like they’re the right people to be talking to.
You’ve talked to some people that don’t really understand what their communication needs are, and may not even know what SIP trunking is.
Other people you email after you receive an inquiry form from them barely seem interested in SIP trunking services, and may even be confused about why you’re reaching out to them.
Solution: Improve Your Inquiry Form
If you ask the right questions in the beginning, it’s a lot easier to vet prospects without having to do a lot of work.
Go beyond asking for basic contact information on your website inquiry forms. Ask for information like the industry they’re in and how they currently manage calls, and prompt them to tell you why they decided to reach out to you today.
5. Conversations with Prospects Die
You’ve had several great conversations with a prospect, have a preliminary set up plan outlined for their business, and you’ve even sent them information around pricing.
And despite all of that hard work, they disappear. You don’t get any phone calls, your inbox is empty, and you don’t know how they managed to not follow up after they seemed ready to get started.
Solution: Give Them Opportunities to Contact You
One of the worst things you can do in sales is to assume that people are going to take on the work of reaching out to you.
Even if you feel like you’re very close to making a sale and put the power to contact you into their hands, give them ways to easily reach out to you.
Send them a quick reminder email the day that you need certain paperwork from them. Reach out and ask them how their day is going and if they need any more information from you.
Sometimes sending a short and simple email can be enough to make a sale. Remember, people get busy at work and priorities can quickly change. Staying top of mind can be very helpful in the sales world.
Start Selling SIP Trunk Today
Making money in the SIP trunk world doesn’t have to be difficult. Once you adjust the way you handle sales, you’ll be surprised by how many more clients you can bring in.
Do you have any questions about SIP trunk services and how to become a reseller? Fill out our form so you can start building your SIP reselling business.
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SIPTRUNK is the ideal SIP trunking provider for agents, dealers, VARs, manufacturers, distributors, master agents, and IT consultants looking to build a monthly recurring revenue stream selling SIP trunks.