Customer Centric
Storage Sales Seminar
Selling Storage Solutions to the Problems of Top Executives is one of the Major Computer Market Emphasis areas today.
Most Computer Solutions Providers have a Storage Practice which is a "Core Technology Competency" for their companies.
Most Storage Vendors have a particular Technological Approach or Feature Set which drives their product offerings, yet
Most Top Executives could not care less WHICH technology is used at their company or organization, or HOW it is used....
Know HOW to call upon a President or CEO and determine if the company needs new Storage options and capability? If not, CLICK HERE.
Know HOW to Solve those problems with Storage Technology instead of just pitching features of Storage boxes to IT Directors? If not, CLICK HERE.
Provide a Service first, instead of just firing off a GEEWHIZ Product pitch? If not, CLICK HERE.
Make the President or CEO's issues and challenges business instead of technically related? If not, CLICK HERE.
Know the BEST ways to sell Storage Solutions to IT Executives? If not, CLICK HERE.
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HOW can your sales people call upon a Top Executive and Size Up his/her Storage Needs?
The CCSS Seminar provides:
Proven techniques for gaining access to a CEO, either in one of your existing customers or a new prospect.
Training in this approach technique which sets up the call with your company's image and reputation as key elements.
Practice in the skills necessary to get at the CEO's and Company's Storage Challenges quickly and effectively.
Tools to present and discuss the Storage Challenges in terms a CEO can address quickly and decisively.
A "live" sales call on a real CEO with real issues, picked by the sales person him/herself.
A review and evaluation of the sales call by a highly-trained and experienced Top Sales Pro Instructive
Optional Videotaping/Evaluation of the live sales call for later review at their convenience by the sales person.
Both the New and Pro Sales Person Attendee receives in this Seminar:
The experience of all the training and experience above.
A Workbook which provides tools and templates for follow up in their sales territories and accounts.
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HOW can Sales People Solve CEO business problems with Storage Technology?
The New and Pro Sales Person Learns in this CCSS Seminar:
Why Selling Storage to CEO's can be made EASY, not Hard, as most sales people believe
Why the days of the Technologist CIO are already almost over, and they are not likely to return soon
The Storage and other previously techie decisions are TODAY made on business factors, not technical factors
Why Storage Selling Success depends upon solving problems, not spouting features and deals
Where Storage is critical in an organization and likely to generate significant sales
How to find and solve Storage problems from the CEO's Point of View
Practice in determining the Storage sensitive areas in an Organization on a CEO call
How to turn CEO problems into Storage Sales and emphasize your solution's technical excellence correctly
Both The New and Pro Sales Person Attendee Receives from this Seminar:
All the important benefits shown here, and above.
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Providing a service first: The Key to getting off on the right foot with a CEO
The New and Pro Sales Person Learns in this CCSS Seminar:
Why Services which you can offer the CEO on your first call, can be the beginning of a great business relationship
Which Service(s) you have available right now for your Storage Practice that will appeal to CEO's
How to present that Service in a business fashion and using communication tools which will have high CEO impact
Why Product Pitches should never be used in this first CEO call, and probably even subsequent calls
When, where, and with whom Product Pitches can help you close the deal
Where most sales people make mistakes in Selling Services, a Sales Process which differs from Product Selling efforts
Both The New and Pro Sales Person Attendee Receives from this Seminar:
All the important benefits shown here, and above.
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How to Make the President or CEO's issues and challenges business instead of technically related
The New and Pro Sales Person Learns in this CCSS Seminar:
Why and How CEO's respond to outside vendors well when business issues and challenges are addressed
Where the Savings from your Storage Solutions are and which ones are most important to the CEO
Why Total Cost of Ownership is an incomplete and not very persuasive Sales Tool
A new Sales Tool which focuses your proposed Storage Solutions on the very issues the CEO holds most dear
How to present your proposed Solution in business advantages supported by your technological advantages
Both The New and Pro Sales Person Attendee Receives from this Seminar:
All the important benefits shown here, and above.
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How to Sell Storage to IT Executives
The New and Pro Sales Person Learns in this Seminar:
The best techniques and tools to use in a straight technical sale to an IT Executive... and the ones to avoid like the plague
Why selling technology advantages alone will never make you the dominant vendor at your accounts/customers
How to Close the IT Director Storage Sale quickly and effectively, using the most successful Customer Centric Techniques
How to sell your solution when your solution is NOT the most technically advanced, cheapest, or easiest to install
How to get the IT Executive to take you along with him/her when s/he pitches your proposal to the CXO
How to "Go Around" an IT Director, without incurring his/her ill feeling nor suspicion
How to become a trusted Partner with your CIO, not merely another Vendor
Both The New and Pro Sales Person Attendee Receives from this Seminar:
All the important benefits shown here, and above.
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Contact DELTA MAX for details of how your company and even its TOP sales people can benefit from a custom-designed Storage Sales Seminar at your facility.
You'll be delighted when you discover the Value you receive, and the reasonable cost involved.
We have many references and success stories which you can check to verify our Success in helping Solution Providers succeed at Selling Storage.
As with EVERY DELTA MAX Service and Product, your Satisfaction with this Seminar is guaranteed or you don't have to pay.
You have nothing to lose but the sales you might have closed while you are trying to decide to check this out...
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DELTA MAX. All rights reserved.
Revised: October 21, 2008.
