How effective is our Maintenance Renewals Course? Just ask a sales exec!

"The results of the training for our Maintenance Sales team at Cisco Systems was impressive. Within 60 days after training, we increased our business between 30% and 50%. Just as importantly, we had transitioned Contract Administrators into the Sales role, an uncomfortable change for many of them. 90% of them ended up staying as salespeople, and discovered that the training gave them the process they needed, and the confidence necessary to empower themselves to become effective salespeople. They began to have fun selling, and were 100% successful in achieving or exceeding their sales targets. In addition our sales teams as a group exceeded their first quarter's sales target by 25%, and continued that trend utilizing your training/coaching for new hires, team leaders, and first level managers as the department's revenues grew over 700% during the next 24 months."
- Leslie Bell, Sr. Service Contract Sales Manager, North America, Cisco Systems
(We also trained teams for Leslie at Netcom (Earthlink), Synoptics, Adflight, and Inxight Software.)

Closing Skills for License & Maintenance Renewal and Support Sales Representatives

"After Geoff's class, we were able to bring home an expired maintenance contract within 2 weeks of employing the techniques Geoff taught the team.  The contract was worth $60,000, and had been expired for 9 months.  Clearly, this one single deal paid for the training." 
- Ian Shelley, Inside Sales Manager, Fluke Networks

Want to improve the closing ratios of your Maintenence Renewal and Support sales reps? Our inside sales skills training classes are made especially for them. We show them how to call high to close overdue contracts, and work with them to enhance closing skills and on overcoming sales objections. In addition to the Accelerating the Sales Cycle: How to Sell Licenses & Maintenance Contracts Better, Faster, and Smarter class on this page, take a look at our Negotiation Skills by Telephone: an ROI Approach course as well.

What's in the Accelerating the Sales Cycle: How to Sell Licenses & Maintenance Contracts Better, Faster, and Smarter course?

Selling perpetuating software licenses and maintenance renewal contracts to current accounts has its own set of challenges and sales objections. If you've sold these solutions, you're familiar with these objections:

  • "I don't see why I should pay full price for this... the original salesperson threw-in first year maintenance at no charge."
  • "We never call tech support anyway, so paying for maintaining your software is ridiculous."
  • (In large, enterprise accounts) "I'm just in Purchasing. If you can't tell me who's using the licenses, I can't help you."
  • "Your competitors sell their licenses cheaper than you do, and we can't tell the difference, so we're going with them."

This course is, to our knowledge, the only one in existence to specifically address the sales challenges specifically faced by License and Maintenance Renewal reps. Selling Licenses and Maintenance is fun, because it's detective work culminating in closing opportunities that have inherent return-on-investment numbers that are compelling. In other words, these accounts are easy to close, provided you know how to reach the right people, elicit an admission that the product has value, and use timeframe-based closing techniques.

Does this class really increase sales? In one case, during a coaching session immediately following the class, we obtained a $60,000 P.O. on a past-due client by calling the CFO of a major east-coast bank at home, during a snow storm which had prevented him from getting to work. And several times during coaching sessions, support telesales reps have gotten purchase orders for past-due accounts that paid for the training many times over.

If you want your team to start selling faster and better this quarter, why not  contact us today? We can discuss scheduling a class for your team so they can begin driving higher sales numbers right away.