F I N D S A L E S B Y R E V I E W I N G U N U S U A L U S A G E PAT T E R N S

P R E S E N T E D B Y B R A N D O N S C H A E F E R

Presented by Brandon Schaefer

F I N D S A L E S B Y R E V I E W I N G U N U S U A L U S A G E PAT T E R N S

• Everyone wants to get quick sales, but if you keep pounding on your clients only when their leases are coming due, you’re missing out on what’s really important.

Presented by Brandon Schaefer

F I N D S A L E S B Y R E V I E W I N G U N U S U A L U S A G E PAT T E R N S

• By reviewing unusual usage patterns, all types of sales opportunities will be found… such as… underutilization and overutilization trends… which are great entry points to upgrade or downgrade paths.

Presented by Brandon Schaefer

F I N D S A L E S B Y R E V I E W I N G U N U S U A L U S A G E PAT T E R N S

• Listen, to make sales simple, just look to find some unique usage pattern that a client is doing, find out what’s going on and why it’s happening, and then work together to find a solution.

Presented by Brandon Schaefer

F I N D S A L E S B Y R E V I E W I N G U N U S U A L U S A G E PAT T E R N S

• It’s really not that hard to do… but when you keep pounding on clients saying that they need to do something just because their lease is up, it’s really not providing any value to them.

Presented by Brandon Schaefer

F I N D S A L E S B Y R E V I E W I N G U N U S U A L U S A G E PAT T E R N S

• Sales is all about providing value to the client, so when you can share some insider (unique usage) information with them, and then they can take this information and present it to their internal staff and say, “look at what I’ve found,” it makes them look good… and when you can make a client look good, you’ll get sales.

Presented by Brandon Schaefer

F I N D S A L E S B Y R E V I E W I N G U N U S U A L U S A G E PAT T E R N S

• It’s team work that I’m talking about here, but it’s you that needs to run reports and find the most unusual usage patterns because you’re the one with all the behind the scenes data.

Presented by Brandon Schaefer

F I N D S A L E S B Y R E V I E W I N G U N U S U A L U S A G E PAT T E R N S

• A client is really just looking at their invoice for 30-seconds and then approving it for payment… so it’s up to you to do the research and share with them some helpful tidbits of information.

Presented by Brandon Schaefer

F I N D S A L E S B Y R E V I E W I N G U N U S U A L U S A G E PAT T E R N S

• You can do a ton with data as a sales rep, big companies use data to drive everything they do… and if you run your sales rep territory like a big company does, you’re going to position yourself to be very successful.

Presented by Brandon Schaefer

F I N D S A L E S B Y R E V I E W I N G U N U S U A L U S A G E PAT T E R N S

• Just to recap here… pick out a handful of clients, run some reports on them, put the information into some type of graphic which easily lets them see what’s occurring, and then work together to come up with a viable solution to solve the problem.

Presented by Brandon Schaefer

F I N D S A L E S B Y R E V I E W I N G U N U S U A L U S A G E PAT T E R N S

• It really doesn’t get much simpler than this… all you need to do know is to take action on what you learned here and actually do it.

Presented by Brandon Schaefer

F I N D S A L E S B Y R E V I E W I N G U N U S U A L U S A G E PAT T E R N S

• As always, my team, as well as myself, are here to help, just open up a support ticket with us, or call 1-888-370-9917 anytime, and one of our team members will get you setup in the right direction.

B R A N D O N S C H A E F E R

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