Gary Kim, who has been in and through the VoIP wars has a very interesting take of How Not To Sell Hosted Voice.
In many ways this is Sales 101, and it highlights what I like to call the “engineering sale” vs. the “marketing sale” that plagues many a VoIP company.
Too often the sale is based on one of two things:
1) The wow factor of something the company perceives as cool, but the market could care less about.
2) The overselling of a solution that remains in search of a problem.
Both sales approaches miss out on what’s most important element of selling:
Need and Want Satisfaction Approach.
Simply put, what does the customer/prospect need and want. Sell that first and then follow with everything else.
Gary’s piece pretty much asserts that.