Sales Team

The Past, Present, and Future of Technical Sales Consulting

If you’re not selling your products and services your company won’t last long. That’s one of the simplest and most fundamental principles of business. There are a number of other basic business principles that all good brands adhere to as we’ve discussed previously on this blog, such as delivering great customer service, but to get those customers you need to sell.

The Technical Sales Consultants here at Fasthosts are vital to our company. As a company that sells products which are the backbone of many SMB’s such as email, web hosting and virtual servers, lots of our customers like to speak to one of our experts before investing in us.

We caught up with the Fasthosts Sales Team earlier this week to find out how consumer behaviour has evolved, changes in sales approaches and discovered some top sales tips.

How has consumer behaviour and expectations have evolved in the last 18 months?

“Customers now tend to call in relation to a full solution instead of a single server or hosting package. More and more commonly customers will call looking to outsource their hosted infrastructure, exchange services, sharepoint, lync etc. as well as their standard web hosting and e-mail services.” Thomas Hankins, Technical Sales Consultant

“Sales cycle appears to be lengthier as there are many companies now offering the same services on the same price point. As such, there is an expectation of exemplary support and quality of service.” Sam Power, Technical Sales Consultant

How have you had to adapt your sales approach in this time period?

“I have had to become more consultative in my approach, taking more time to fully understand customers’ requirements.” Asif Veshmia, Technical Sales Consultant

“I have needed to develop an increased knowledge to effectively answer technical queries. You can’t be pushy. Give the customer advice and give them the space and time to get things sorted before they go ahead with setting it up” Stuart Roberts, Technical Sales Consultant

What top sales tips do you have for our readers?

“Always listen fully to customers’ requirements and ask good questions to establish the most information possible. Rarely nowadays do two customers need the same services and ensuring you have as much information as possible allows you to have the best chance of securing business.” Thomas Hankins, Technical Sales Consultant

“Call the sales team first before you buy for great advice!” Stuart Roberts, Technical Sales Consultant

“…shouting about our latest discount prices is no longer the primary way to attract customers”

The Fasthosts Sales Team is managed by Frank Ashworth who has led the team for over 4 years. During this time he has seen the company and customer requirements evolve dramatically.

How has consumer behaviour and expectations evolved in the last 18 months?

“Obviously people are now focused on value for money more than ever due to the difficult financial climate. Whilst we initially thought this might lead to people going to budget competitors and sacrificing the service level, the opposite has happened. Fasthosts has continued to grow in the IT market off the back of great Support team for our products at a great price.”

How have you had to adapt your sales approach in this time period?

“With the increase in social media adoption, customers have changed the way they research and purchase goods, shouting about our latest discount prices is no longer the primary way to attract customers. By using social tools such as this blog, Twitter, Linkedin etc. we can help to educate our customers into how to be successful online, when the time comes that they want to buy, they will know where we are.”

What top sales tips do you have for our readers?

“Understand your customer, if you don’t know what they are trying to achieve, how can they expect you to help them achieve it!!”

We’ll catch up with the Sales Team again next month to get a little more in depth on the developing sales leads for your business.

In the mean time if you have a query about any of the Fasthosts products and services then get in touch with the team on our freephone sales line – 0808 1686 777.

Written by James Hay, Social Media Coordinator at Fasthosts Internet Ltd.

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