Secrets in dealing with a conference call providers sales team ?

Sales reps. Love them or loathe them, for many products and services, they’re an inevitable link in the chain. And sure, while many of our top conference call providers give you the ability to sign up straight away online, if you’re of a sizeable business looking for an enterprise plan then sales teams are without a doubt, going to be part of the process. Fear not! Below, we outline how to deal with a sales team from a conference call service provider, what to look out for and what to ask for.

Completely new to conference calling services?

Conference call life is tougher when you’re a newbie in this area of concern as there are numerous unknowns. Luckily for you, we’re going to map out the below unknowns for you and how to make the unknown, not so bad, thus, not falling in the sales traps surrounding them.

  • Minutes. Understanding minutes is incredibly important when it comes to conference calling, because, a conference call minute isn’t the same as a minute. Eh? Let’s go back one step. There are two ways that you get billed for conference calling, the “free” (haha) services that connect you and other attendees to the call via a premium/national rate phone number (£££), or, you pay for inclusive minutes per month, i.e., 1,000 inclusive minutes per month. HOWEVER, when it comes to these minutes, you need to remember it’s a ‘conference call minute’. What is that exactly? It’s 1 minute x number of people on a call. For example, if you have 6 people on a call, each minute = 6 minutes, as it’s 1 minute x 6 attendees.
  • How do you know the number of minutes required? This is the big one you have to keep sales teams in check with. Because the number of minutes you’ll use per month, for most, will be a big unknown, what you don’t want to do is give in to sales team scare tactics, i.e., “We’ll put you on the 10,000 inclusive minutes bundle which should more than cover you and your needs”. The monthly price based on this might seem good, but what about if you are no where near those inclusive minutes being used, which you find out after a couple of months? Thus, it’s best to talk strategy here with a sales team, such as the ability to amend inclusive minutes after perhaps a few months once you get a good average number of minutes actually used. Thus, being able to take the price down. Likewise, the other side of the coin is to ensure you don’t go for too few inclusive minutes, else you could quickly be stung by costs for minutes outside of the inclusive minutes used.
  • Bolt-on products. Careful of bolt-on products that cost extra. Sure, if you want to take the bolt-ons, go for it, but some of them, do you really need those extras, especially if it’s costing you more?

For everyone – new and those changing providers

Get the best price possible price – squeeze out every last penny from any potential provider. Here’s how:

  1. Start the process at end of month. If there’s no rush, start at the end of the month and take a trial for as long as possible.
  2. Get pricing by mid month.
  3. Sit on it. Know the interest is there, but price is quite high and you’re looking at other providers too.
  4. At end of month go in hard with a counter offer. If they won’t take it, tell them you’re willing to sign there and then if you can get their boss to commit.

Why does this work? Sales targets. By nature, sales teams are either chasing a sales target, or wanting to completely smash it. Either way, it will ultimately be connected to their own commission. So yes, while going in for a lower price may seem like it’s not worthwhile for them, but believe me, vs. not getting the business at all, they’ll take it after investing a months worth of their time.