Available Since January 2011, our Sales Training Program has been and conducted for France Telecom, Singapore Telecom, Globecomm Systems, ST Teleport, Jason Electronics, and Speedcast Ltd.
Selling Maritime VSAT isn't like selling Inmarsat services. Salespeople who have sucessfully sold Inmarsat are often unable to sell in the Consultative Sales and Systems Integration environment characteristic of Maritime VSAT.
That's why Gottlieb International Group is pleased to offer the first Consultative Sales Training Program for vendors of Maritime VSAT Services.
Our extensive contacts with Containership and Tanker owners throughout Europe including such firms as Rickmers, Maersk, Peter Dohle, Tsakos Tanker, Eletson, Tsakos Tankers, Costamare and others have resulted in unique knowledge of the specific communication needs of these major maritime segments.
Consequently, we know that successfully selling Maritime VSAT Services requires an in-depth knowledge of how to justify the considerable investment involved, and how to deal with the most common objections in the selling process and well developed Consultative Selling skills.
Most commonly, salespeople will face an extended Consultative Sales process as well as the need to justify the considerable investment increase involved in implementing VSAT across a large fleet. Since most vessel owners have limited their Inmarsat expense to $1,000 or less per/month due to the high per/byte cost, installing a VSAT service can mean $2,000 per/month or more in ongoing bandwidth charges plus $50,000 to $70,000 in hardware and installation costs above the current Inmarsat cost.
Hence, understanding how to justify the additional expenditure is critical. In addition to this common objection, sales personnel will face many others. The bottom line is that it is simply not enough to sell bandwidth and hardware. Successful selling demands that the vendor be able to offer a total solution with all elements to justify the investment. Because the selling process is so complex, we are offering the first Maritime VSAT Sales Training Seminar via Webinar or in person, at the client's option.
Available in an "in person" full day Program or in an abbreviated two hour Webinar format, we cover:
Sucessful Consutative sales techniques;
How to justify the purchase of a Maritime VSAT Service - a comprehensive overview of the specific new applications and associated cost saving benefits that can achieved with a fixed priced broadband service;
Common objections encountered in the sales process and how to respond;
Who you need to convince in the corporate structure (0ther than IT);
An overview of the Value Added Services that should be offered to enhance the sales process;
Contractual issues including "Fair Access Policies" and Service Level Agreements, etc;
Closing the Sale.
Following the one hour PowerPoint presentation, we include a question and answer session.
The program is conducted in a Webinar environment and can be offered to global sales forces in both Eastern and Western Hemisphere.
Foir further information, contact us today @ +1 703-933-0497 or contact Mr. Gottlieb @ +1 703-622-8520 (8:00 AM to 9:00 PM EST). Note we are located in Washington, DC (GMT-5).