School of Telecoms Management

Certified Telecoms Sales Professional Boot Camp

Course-DescriptionAs a telecoms sales professional you’ve worked hard to develop world-class expertise in your field. Mastering the art and science of effective selling requires many diverse skills—skills that, when mastered, can transform the challenging task of business development into something profoundly satisfying. The Telecoms Academy Sales Boot Camp is here to move you forward quickly, so you can inspire and engage others, and motivate yourself and your team to achieve great things.

The 5-day boot camp will focus on YOUR selling skills and challenge you to develop, improve your concept and create a clear road map for execution. At the end of the programme you will know exactly what you are going to do, how you are going to do it and who can help you to make it happen with a new network of contacts to help you overcome the challenges that lie ahead.

Participants will assess and analyse the telecoms business environment, learn to define the scope of business problems, capture client requirements, design high-value solution approaches, and ensure that the defined scope meets the customer’s needs, goals, objectives, and expectations.

The programme provides PACE-enabled training to maximise both competency development and confidence with specific elements that boost Preparation, Application, Consolidation and the overall Experience / Engagement. Participants will develop and refine a sale development process customised to their role and aligned to best practice within the company and the Telecoms Industry.

Outcomes and Competency Development

By the end of the programme, you will be able to:

  • Increase productivity, aggressively grow your margins and reduce discounting
  • Forecast with greater accuracy
  • Accelerate your closing rates
  • Implement integrated processes & tools.
  • Embrace the latest tools, techniques and industry best practice
  • Identify customer needs and link them to your product benefits
  • Excel at solution selling — designing and finding solutions for customers’ complex business needs
  • Leverage a successful commitment into future business by upselling and cross selling technical and digital solutions.
  • Nurture relationships and become a preferred supplier.
  • Master sales psychology module to understand your customer’s personality type
  • Build more rewarding relationships, referrals and repeat business
  • Master effective questioning and listening skills.
  • Develop presentation and demonstration skills for complex technology solutions.
  • Build effective negotiating and closing skills
  • Discuss how to raise the customer’s perception of the value of all the different elements of your offering
  • Create a powerful process to help you evaluate your sales pipeline in the context of your own organization, and develop tools you can use to automate the process including coaching and peer mentorship

Who should attend

This programme has been designed to enable midlevel to senior sales staff, future managers and specialists in telecommunications and related industries to develop and implement long-term sales strategies to deliver future business value to organisations and their stakeholders.

Delegate job titles include:

  • Sales Executives and Consultants
  • Heads of Departments
  • Sales Managers
  • Sales Directors
  • Pre-Sales Staff
  • Contract Negotiators
  • Sales Support Staff