Corporate Sales Coaches offers timely training – and an opportunity to earn certification in sales skills for managed services and AV-as-a-service – at no additional cost to NSCA members.
It’s an all-too-common scenario, says Corporate Sales Coaches Partner Bob Lobascio. Integration companies know they need to incorporate as-a-service models, but they’re so accustomed to project-based selling that the shift becomes a business obstacle.
That obstacle is even more significant as integration firms consult with customers amid the COVID-19 crisis. Many organizations lack the upfront capital needed for project-based purchases. More than ever, however, they need technology solutions and support. An as-a-service model offering high-value solutions and support via recurring monthly payments is logical for many customers.
But, first, integration firms need to understand how to sell as-a-service solutions. That’s where Corporate Sales Coaches’ Sales Skills for Managed Services/AVaaS Training, available to NSCA members at no additional cost, comes into play.
“Too often, integration firms have approached monthly payment selling as an after-the-fact, Hail Mary attempt to resurrect the deal,” Lobascio says. “It often comes when the integration company gets pushback from the customer and the customer was never made aware about the potential for monthly payments. That’s not the right approach. It should be about setting the stage and leading with the outcome-based benefits of an as-a-service program.”
The self-paced, online training program runs through the ideal process a sales professional needs to follow to make the transition from project-based to as-a-service selling. Upon successful completion of the course, participants earn certification that demonstrates their readiness to sell high-demand, as-as-service solutions.
Sales Skills for Managed Services/AVaaS Training: Outcomes-Based Selling
Instead of selling technology packages, Corporate Sales Coaches’ Sales Skills for Managed Services/AVaaS Training teaches outcomes-based selling. Participants learn how ask probing questions to discover the core of prospects’ business needs, goals, and priorities. The program teaches key aspects of as-a-service sales:
- When/how to introduce managed services in the sales process
- How to assess prospects’ needs for managed services
- How to frame the value and impact of managed services to the prospect
- How to correlate business outcomes and user experience to managed services
- How to incorporate managed services into technology-as-a-service programs
NSCA members can undergo the self-paced training, completing checkpoint quizzes. Upon scoring 85% on the quizzes, the participant is awarded a Certificate of Accomplishment for the module. Then, they can revisit and reference the exclusive training materials for up to 12 months.
To cultivate the program, Corporate Sales Coaches used curriculum from its Customer-Focused Selling system and leading industry resources. Specifically, it leveraged the F.I.N.D. (Facts, Important Issues, Needs, and Dream) discovery system for conducting customer-focused interviews. This industry-specific module allows salespeople to utilize different questioning techniques to determine a prospect’s dominant buying motives and their compelling reason to buy – and includes specific questions to address managed services and explore AV or security as-a-service.
“Through our content and consultation, NSCA has been clear that service-based solutions and sales approaches are important considerations for integration companies,” says NSCA Director of Business Resources Mike Abernathy. “This strategy is even more pivotal now as companies look beyond the COVID-19 crisis. Customers want flexible finance options for their technology needs. An as-a-service relationship provides customers with peace of mind that their systems will be up to date, be supported, and evolve with their needs. Meanwhile, recurring revenue provides integration companies with cash flow when other sources of revenue may be hampered. We’re proud to offer this vetted training program to our members via NSCA Member Advisory Councilmember Corporate Sales Coaches.”
About Corporate Sales Coaches, LLC
Corporate Sales Coaches is an NSCA Member Advisory Council Partner — a learning solutions company with a 25-year track record of helping clients to maximize employee potential to drive bottom-line results. It attributes success to a passion for results and customized content to meet the specific needs and goals of clients. For more information, visit www.corporatesalescoaches.com.
The National Systems Contractors Association (NSCA) is the leading not-for-profit association representing the commercial low-voltage electronic systems industry. NSCA is a powerful advocate for all who work within the low-voltage industry, including systems contractors/integrators, product manufacturers, consultants, sales representatives, architects, specifying engineers, and other allied professionals. NSCA is dedicated to serving its contractor members and all channel stakeholders through advocacy, education, member services, and networking designed to improve business performance. For more information, visit www.nsca.org.