SIP Trunking SP06 Room 304C Joel Maloff Maloff NetResults joelmaloffnetresultscom wwwmaloffnetresultscom Introduction Secrets of Selling SIP Trunks Designed for the sales team in the field today looking to close business opportunities ID: 427230
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The Secrets of Selling SIP Trunking (SP-06)Room 304-C
Joel Maloff,
Maloff NetResults
joel@maloffnetresults.com
www.maloffnetresults.com
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IntroductionSecrets of Selling SIP Trunks Designed for the sales team in the field today looking to close business opportunities.This presentation contains materials covered in more detail in the online program “SIP Trunking for the Sales and Marketing Professional,” available from The SIP School (www.thesipschool.com). Slide4
Secrets of Selling SIP Trunking OverviewIdentifying YOUR SIP Trunking “Sweet Spot” and what to avoidInterpreting the customer’s Status Quo
Uncovering areas of added value
Creating a cost justification/ROI model
Overcoming Objections
Closing the Sale
Keeping the SaleSlide5
The SIP Trunking “Sweet Spot”Each ITSP is different.What is your “sweet spot”Number of concurrent calls?Number of locations?Minimum current telephone bill? Number of PRIs total and/or per location?Slide6
The SIP Trunking “Sweet Spot”Number of minutes per month?Incoming?Outgoing?Local, domestic long distance, international?Inbound Toll-free?Specific vertical industries?Specific geographies?Slide7
The SIP Trunking “Sweet Spot”As a sales team, knowing who and where to target can be the difference in making your numbers or failing to perform.Slide8
Interpreting the Status QuoReviewing an actual customer bill for cost savingsIdentifying areas of “soft” savingsSlide9
Finding Added ValueConsolidation of officesCreation of “Virtual” presenceDomesticInternationalSlide10
Cost Justification and ROIIt is easy to assert cost savings; it takes work to prove it.“Hard” SIP trunking cost savings come from three primary areas:Usage sensitive call chargesFixed price services (PRI, DSL, et al) used for voice servicesSlide11
Cost Justification and ROIFees and SurchargesEUCL The End User Common Line (EUCL) charge is a federally regulated monthly service charge applied to certain local voice service offerings. RCRF The Regulatory Cost Recovery Fee (RCRF) Imposed by some carriers on business and residential long distance customers
used
to recover costs associated with Federal regulatory fees imposed upon these carriers.
OthersSlide12
Cost Justification and ROICalculating potential savingsUnderstand current costs by examining a current bill if possible.Try to make sure that it is a representative month and not an anomaly.Identify usage charges and their breakdown regarding local, domestic long distance, and international.Identify fixed monthly charges for PRIs, DSL, and surcharges.Slide13
Cost Justification and ROISome vendors do offer ROI tools for SIP trunking.http://www.xo.com/forms/campaign/ExternalSales/ESIPCalcLP/index.aspx?ListSource=PressRelease071510Unfortunately, the level of detail may not be sufficient for you – unless you are an XO salesperson!Slide14
Cost Justification and ROIWhat are the challenges with “overview” ROI tools?Total Number of employees Minimum of 50Number of Physical LocationsMinimum of 5Percentage of Inter-company callingAsserted savings is 38%!What is missing from this picture?Slide15
Cost Justification and ROISlide16
Cost Justification and ROICalculating potential costsIdentify fixed monthly charges for PRIs, DSL, and surcharges.Calculate the number of SIP trunks (concurrent calls) and Internet bandwidth required using the spreadsheet on the next slide.9600 minutes = 22 working days X 8 hours X 60 minutesOn the average, 17% of calls occur during the “busy hour.”Each “concurrent call” requires approximately 80 kbps using the G.711 codec (50 kbps for G.729).Slide17
Cost Justification and ROISlide18
Cost Justification and ROICalculating potential savings and valueInclude all costs for all solutionsConsider surcharges and fees such as EUCL (Approximately $40 per PRI or T-1 monthly) and RCRF (Approximately 3.5% of all domestic and international calling charges)Most ITSPs do not include EUCL and RCRF fees.Show the monthly total costs, percent saved via SIP trunking, and the estimated annual savings.Slide19
Cost Justification and ROISlide20
Cost Justification and ROISlide21
Cost Justification and ROISimple tools provide simplistic answers; business is complex today!If you want to deliver quality to your prospects, preparation is in order; they will welcome your expertise!Slide22
Overcoming ObjectionsConceptualInternet Telephony is here to stayAT&T asks the FCC to allow shut-down of their traditional PSTN services in favor of IP Telephony.“… VoIP integrated access, SIP trunking, hosted IP-PBX/IP Centrex and managed IP-PBX services revenue, is set to double over the next five years, to exceed $20 billion by 2015…. Overall, the growth momentum seen in 2009 was sustained in the first half of 2010 as companies continued to shy away from capital investments, opting, instead, for the OPEX model of hosted VoIP services.” (ABI Research, September 2010)Slide23
Overcoming ObjectionsTechnicalFinancialEmotionalSlide24
Frequently Asked QuestionsCustomer prospects will likely have questions about SIP trunking in general and your services specifically.Creation of an FAQ for inclusion on your web site and in proposals can be a valuable tool.Slide25
Closing the SaleASK FOR THE ORDER!!!Make it easy.Make it simple.Make it painless.Slide26
Keeping the SaleMinimize churn!Keeping and growing existing customers is more valuable than new sales.The salesperson’s job is NOT done when the service agreement is signed.Ensure that service is delivered as sold and when promised.Maintain regular contact to avoid unexpected churn, expand existing services, obtain referrals, and solicit testimonials.Slide27
ConclusionsSuccessfully selling SIP trunking services requires a combination of good old fashioned sales skills and knowledge of the SIP trunking environment beyond just surface information and platitudes.Customers NEED SIP Trunks – you need to be able to help them make the buying decision from you!Slide28
For More InformationJoel Maloff, Maloff NetResults954-263-1306joel@maloffnetresults.comwww.maloffnetresults.comThe SIP Schoolwww.thesipschool.com