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Signature

Industry Induction Programme

We understand the challenges of recruiting fresh talent from outside the Telecom and ICT industry. Teaching them the technicalities and terminology while making sure they turn profitable as soon as possible can be a daunting task, and there's no guarantee of success.

 

Understandably, this is why many channel partners feel their only option is to recruit those who have been in the industry before. However, as we all know this also will often bring its own difficulties having to take on previous unwanted baggage, bad habits and a stubbornness to change. 

But what if we told you there's a better way? The Signature Industry Induction Programme is meticulously crafted to identify and develop the very best talent new to the Telecom & ICT industries, transforming them into efficient sales and lead generation machines in no time.


Signature Industry Induction Programme.

Why is it so effective?

Traditionally, when a new recruit joins a business they are placed with technical staff to learn the technology, product experts to learn the terminology, given product brochures to learn, buddied with existing lead generators to listen in on calls, and shadow current salespeople on face-to-face meetings.

 

However, this approach is not only time and resource-consuming but has also proven to distract current team members from performing their duties effectively, be detrimental to performance levels because training and coaching others is not what they are employed to do.

The Signature Industry Induction Programme provides your new recruits with everything they need within a single training and coaching programme, delivering a consistent message, industry-proven methodologies of success and all within a much shorter timeframe.

 

So why begrudgingly hire from within the industry with their unwanted baggage, bad habits, and an unwillingness to change when together we can nurture your new recruits to become profitable assets to your business in record time?

What's Included?

Telecom & ICT Sales Strategy

This expertly created section is a collection of 10 modules ensuring your new sales recruits have all the necessary telecom knowledge enabling them to hit the ground running and start bringing in the deals.

Fundamentals of Sales Psychology, Influence, and Persuasion

  • Understanding the psychological processes behind buying decisions

  • The art of persuasion and influence

  • Scientifically proven techniques to build rapport and trust with prospects

Remote Selling

  • Mastering the art of selling and presenting on virtual platforms

  • Expert questioning strategies for remote meetings

  • Overcoming the challenges of remote meetings, such as listening and over-talking

The Psychology of Buying

  • Understanding what compels prospects to make buying decisions

  • Different buying scenarios and their psychological implications

  • How to leverage this knowledge in your sales process

Building a Persuasive Persona

  • The importance of first impressions and building a persuasive persona

  • Strategies to become a person that others are compelled to buy from

  • Building your personal brand

Persuasive Questioning Techniques

  • Two unique questioning techniques to uncover hidden objections

  • Using emotions to uncover the true needs and desires of your prospects

  • How to use this information to close more sales

Closing Strategies

  • Gary's unique and proven closing strategies

  • One of the most successful closing methods ever created

  • The science behind effective closing techniques

Selling vs. Seducing

  • Understanding the difference between selling and seducing

  • How to use the power of seduction to win against competitors and generate referrals

  • Building long-lasting relationships through the art of seduction

The Art of Persuasive Storytelling

  • Why storytelling is so effective in sales

  • The elements of a well-told story

  • How to construct a compelling sales presentation that people will remember and retell

Fundamental Body Language Techniques

  • Understanding the psychology of seating and posture

  • Using body language to increase persuasiveness and influence

  • Little-known body language strategies to gain an advantage in sales

Role Projection Mastery

  • The most profitable and unique sales strategy

  • Understanding the psychology of role projection

  • How to use role projection to close more sales and build long-lasting relationships.

Lead Generation Fundementals

With these 10 training course modules, you'll gain the knowledge, skills and strategies required to succeed in the competitive telecoms industry.

The Psychology of Tonality

  • Importance of tonality in sales and lead generation

  • Three types of tonality and their effects on calls

  • How to master tonality for successful calls

Unique Gatekeeper Strategies

  • Importance of getting past gatekeepers

  • Common gatekeeper strategies and their limitations

  • Unique approaches to gatekeeping using persuasion and decision-making psychology

Business Leader Insights

  • Benefits of learning from successful business leaders

  • Insights into their thoughts, frustrations, and approach to sales calls

  • How to apply these insights for improved sales results

Persuasive Questioning Strategies

  • Benefits of using persuasive questioning

  • Two unique forms of questioning for uncovering hidden objections

  • How to keep control of the conversation with effective questioning

The One Thing Missing

  • Importance of empathy in sales calls

  • How to build empathy into each call for increased rapport

  • Strategies for increasing prospect compliance using empathy

Permission Granted

  • Unique 'Gary May' strategy for increasing prospect call conversion rates

  • A step-by-step guide to using the strategy

  • Real-world examples of its effectiveness

Telecom & ICT Specific Feature Benefit Pitching

  • Common challenges in selling telecom, ICT, and mobile solutions

  • Latest buying psychology and consumer behaviour research

  • Processes and methods for pitching features and benefits effectively

Appointment Setting Closing

  • Unique closing strategy with a success rate of 97.7%

  • How to apply the strategy for improved closing results

  • Examples of its effectiveness

Objection Mastery

  • Understanding the psychology behind objections

  • Three types of objections and how to overcome them

  • Strategies for preventing objections before they arise

Cancellation Eradication

  • Common challenges in maintaining interest after a successful call

  • A step-by-step formula for eradicating cancellations

  • Strategies for keeping prospect interest high

Importance of Customer Service 

  • How to manage customer interactions, complaints, and expectations 

  • Contract Negotiation techniques

  • Upsell & Cross sale presentation and strategies

The Past, Present & Future (Optional) 

Introduction to Telecommunications

  • The history of the Telecommunications and ICT Industry 

  • This section covers the history of telecommunications, from the invention of the telegraph in 1837 to the development of the telephone in 1876, and the rise of mobile phones, the internet, and wireless communication. Industry dates include:

  • 1876: Alexander Graham Bell invents the telephone

  • 1927: First commercial transatlantic telephone service

  • 1973: First cellular network

  • 1991: World Wide Web introduced

  • 2007: First iPhone released

  • Overview of the major players in the UK telecommunications industry, including service providers, equipment manufacturers, and software developers

Future of Telecommunications in the UK

  • Emerging trends in the UK telecommunications industry, such as 5G, fibre optic broadband, and the Internet of Things (IoT). By 2025, it is estimated that there will be over 75 billion IoT devices in use worldwide

  • The BIG Switch-Off and the opportunities it has created

  • The future of Telecoms and ICT

  • The global cloud computing market is projected to reach £623.3 billion by 2023

  • Emerging trends and technologies in the telecommunications industry, including 5G, IoT, AI, and cloud computing. 

Voice Services

  • Overview of traditional telephony services in the UK, including the public switched telephone network (PSTN) and Integrated Services Digital Network (ISDN)

  • Introduction to Voice over IP (VoIP) and how it is used in the UK

  • Unified communications, which integrates voice, video, messaging, and collaboration tools into a single platform commonly used by UK businesses

Data Services:

  • Types of data services commonly offered by UK telecommunications providers, such as broadband internet, virtual private networks (VPNs), and cloud computing

  • How data is transmitted over telecommunications networks using protocols such as TCP/IP and HTTP

  • Introduction to different types of data centres commonly used in the UK, including on-premises and cloud-based solutions

  • Explanation and understanding of ADSL, SDSL, Leased Line, FTTP, FTTC, SoGea

Wireless Technologies

  • Overview of wireless technologies commonly used in the UK, including cellular networks, Wi-Fi, and Bluetooth

  • How wireless technologies are used in the UK telecommunications industry, such as mobile devices and wireless routers

  • Introduction to different types of wireless protocols commonly used in the UK, including 4G, 5G, and Wi-Fi 6

Internet of Things (IoT)

  • What the Internet of Things is and how it works 

  • Overview of different types of IoT devices and sensors commonly used

  • How IoT devices and sensors are integrated into telecommunications networks to collect and transmit data 

Security

  • Overview of common security threats in the telecommunications industry, such as hacking and phishing

  • Introduction to security solutions such as authentication, encryption, and firewalls commonly used 

  • Overview of regulatory compliance requirements in the UK, such as the General Data Protection Regulation (GDPR) and ISO27001

Telecom & ICT Fundamentals
(Optional)

Demystifying the Terminology

This section covers the technical terms used in the telecommunications industry, including analogue lines, ISDN, SIP trunks, VoIP, hosted telephony, call recording, call centre software, call analytics, on-hold marketing, etc.
Features Benefits Applications and real-world examples
Simple to those in the industry but to those joining a critical part of their ultimate understanding. We look at the key features and benefits of each technology and how they can be applied in real-world situations. For example:

  • SIP trunks 

  • VoIP 

  • Hosted Telephony

  • Cloud Services (MS365 etc)

  • Call forwarding

  • Call waiting

  • Caller ID

  • Voicemail & Auto Attendant

  • Conference calling

  • Call recording

  • Interactive voice response (IVR):

  • Music on hold / Marketing on hold

  • Call Blocking

  • Do not disturb

Technical Sales Basics

This module covers the basics of technical sales, including identifying customer needs, understanding product features, and delivering effective sales pitches.

Customer focus

  • Understanding customers' needs, preferences, and challenges, and translating technical jargon into terms that they can understand and appreciate.

 Continuous learning

  • Staying up-to-date on the latest trends, technologies, and best practices as technology is constantly evolving.

Collaboration

  • How to work collaboratively with other members of the sales team, as well as with technical and product teams, to ensure that customers' needs are met.

Problem-solving skills

  • Identifying customer pain points and offering creative solutions that meet their needs.

Strong communication skills

  • Communicating effectively both verbally and in writing, and presenting complex technical information in a clear and concise manner that is easily understood by customers.

Exceptional work ethic

  • Being self-motivated, goal-oriented, and willing to work hard to meet sales targets and deliver excellent customer service.

Who is the programme for?

The Industry Induction Programme is for new recruits into the telecoms or ICT with little or no knowledge of the industry.

Who should attend?

Sales Management / Telemarketers / Lead Generators / Telesales / Business Development Managers / Account Managers

 

Signature Industry Induction Duration

(Strategy) + (Implementation) = (Increased Performance)

Intense = 3 Full Training & Development Days 
 

Implementation = 3 Full Training & Development Days + 2 Implementation & Assessment Days
 

Sustained = 3 Full Training & Development Days + 11 Monthly Implementation & Assessment Days

Online / Remote Programme available on request


Investment Costs

POA

For pricing, queries, and availability, complete the enquiry form below.


Signature Enquiry Form

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