Tips and Tricks for Selling, Installing, and Supporting Systems

Selling tips for the RP product.-suggested by Syspine National Distribution and Sales Manager, Tom Burgess.

Promote your company's Microsoft certification on the RP. Understand and use the certification to help open doors to new potential clients and the leads that will be generated from this resource. The number one selling point is to have your own operating RP system to take to the client for a demo. The client can then see the value add of the Response Point and you have an opportunity to evaluate their current network topologies. This is where the VAR will truly shine over traditional resellers of key systems for the SMB market. And always have a plan for discussing the future of VOIP with your customer, as this leads to very profitable managed services opportunities and recurring commissions from the VOIP provider.

Show the RP key value points of the speech recognition routing, unified communications, traditional and IP based line access, and ease of use that will increase productivity and efficiencies for the client. Promote and demo the Administrator and Assistant as easy to use tools that bring value add applications at a fraction of the cost of deployment for traditional systems in the SMB market space. Look for the value add and up sell profits of POE switches for phone support, UPS, Music/Message on Hold (can be recurring revenue), and paging. Make sure you wrap the RP sale under a maintenance agreement. The product is a network/LAN operating switch and end users are more likely to provide your company with a recurring revenue steam for this type of product over a traditional key system that get's sold as is, and which also brings burdensome MAC (Moves Adds & Changes) rates.

Know your product. If you demo with a live system your close ratio will significantly increase and the selling cycle will be dramatically reduced. Done properly you can effectively learn the art of the one call close, sign new and additional maintenance agreements, and watch your business profitably grow.

I will be happy to discuss and work with any RP reseller some of the selling tips and demo tips that can help make them more successful and profitable selling the RP products.
Tom Burgess, tom.burgess@syspine.com

Tom Burgess has joined Syspine as their National Distribution and Sales Manager. Tom comes to Syspine with an extensive sales background in PBX and key systems selling in both direct and distribution models.

As National Distribution and Sales Manager for Syspine, Tom is responsible for driving the Syspine distribution and sales strategy for the SMB telecommunications market. Specifically, Tom is focused on developing, marketing, and delivering robust, distribution networks that service and support the VAR and traditional telephony reseller markets.