react technologies - the wireless & business continuity experts invite you to their top tips...
DESCRIPTION
Top 7 TIPs of getting more for less from your IT Supplier (and still remaining friends) Top mistakes IT Managers unwittingly make when dealing with Suppliers and Vendors Sales Magic Circle Exploded - 5 “Killer Sales Questions” you won’t know you’ve been asked (but you’ll fall for every time) and ....Top 5 tricks IT Managers need to know when purchasing and deploying a business grade Wi-Fi Network.TRANSCRIPT
REACT Technologies
The Wireless Mobility & Business Continuity Experts
Jess Thompson-Hughes – MD, Founder & All round good egg
At a Glance
• IT Solutions Provider
• Formed March 2003
• 20 Staff
• Specialists in Business Grade Wireless (Wi-Fi)
• AND Business Continuity Solutions
• Have sold over 20,000 Access Points (to mostly happy customers)
• Wi-Fi Vendors - Been there, seen it, done it…
• Aruba, BelAir, Cisco, D-Link, Extricom, Meru, Motorola, Ruckus, Strix (and we know Xirrus well too)
All Technology is NOT created equal
• Hundreds of years of combined IT knowledge and experience
• Vendor agnostic advice to match the correct technology to our clients needs
• Full Professional Services portfolio: - from inception, through deployment and subsequent support
Why…REACT Technologies
REACT’s - TOP TIPs
Top 5 tricks IT Managers need to know when dealing with Vendors
REACT Technologies…
Top 5 mistakes IT Managers make when dealing with the Channel
Top TIPs of getting more for less from your IT Suppliers (and still remaining friends)
Sales Magic Circle Exploded – “Killer Sales Questions” you won’t know you’ve been asked (but you’ll fall for every time)
Top 5 Tricks IT managers need to know when purchasing a WLAN
What’s the most important thing you need when you go fishing?
Fun Sales Question
Ans – FISH!
7
Perceived Value
If I was charging you £1000.00 an hour formy knowledge, you’d be paying attention
right?
Well… just pretend I am, because this willsave you a fortune
8
• Peter Thompson’s TEA Tray
Perceived Value
9
REAL Value
Tick, Tick, Tick, Tick, Tick, Tick, Tick, Tick, Tick, Tick, Tick, TOCK
Top 5 Tips for dealing with Manufacturers
• Manufacturers are rarely agnostic
• Salesmen come and go.. How long has yours been around?
• Beware the Guinea Pig
• Pay on Results
• Scope of work / Requirements Specification
11
Top 5 Tips for dealing with the Channel
• But…You can’t get great support from a company if it’s a one sided relationship
• Understand THEIR business model
• The lowest price is NOT the same as the lowest cost
• There can only ever be one “lowest cost supplier”
• However…You can get something for nothing
Get more for less from your IT Supplier
…and remain friends
• Ask to do it again
• Respect their need to remain in business and write profitable deals
• Make a commitment to their long term success
• Treat your key suppliers like your best friend
• Deal with someone who can make decisions
Top Sales Tricks
…which you’ll fall for every time
But most importantly…
• Turn Objections into Objectives
• Q1 - “Monday at 10:00 or Thursday at 14:00?”
• Q2 - “Will you decide for yourself?”
• Q3 - “Why don’t you give it a try?”
• Q4 - “Is there anything else preventing you from going ahead?’
14
AND Finally
Almost There…
Avoid These… And Wi-Fi works!
…Well mostly
• Client Laptop PerformanceFor example with 802.11n - If not running Windows XP Service Pack 3 or above, then
only54Mbps maximum association is achievable
…well, come and see us at stand 354!
• Client Laptop Connectivity • Network Ethernet Switches• Windows Server integration• Guest Internet WLAN access
For more info…come and see us at stand 354
Thank You