solution selling iwatsu ilantx 3100 sales training

Solution SellingIwatsu ILANTX 3100 Sales Training

Solution Selling 2

The Ideal ILANTX 3100 Customer

Who is the ideal ILANTX 3100 customer? Small businesses

Requiring 10 to 24 telephones with the ability to grow Customers who are LAN savvy

If they are not, we should educate them! Growing businesses

Interested in investing in their current and future telephone and computer requirements

New sites or changes in location Moving premises Start ups

Solution Selling 3

What additional verticals do you think are suitable? Why?

Suggested Vertical Markets

What vertical markets might contain the ideal customer? Business services

Consultants Financial advisors

Legal firms Small real estate operators Independent insurance brokerages Retailers and wholesalers Medical clinics Dental clinics

Solution Selling 4

Unlikely ILANTX 3100 Customers

Why are some companies not an ideal ILANTX 3100 customer?

Size does matter Some customers will never grow to 10 phones

Some customers may need more than 35 phones

Remember–planned ILANTX 3100 growth is key!

Highly-price sensitive They just want the cheapest phone system

If their checks bounce

Solution Selling 5

Unlikely ILANTX 3100 Customers

Datacom hostile They only have a few computers

Don’t share information between computers

Unreceptive to using the Internet

Datacom friendly, but... They just bought a LAN

Solution Selling 6

Qualify Your ILANTX 3100 Candidate

Are you interested in sharing one high speed Internet line amongst many people?

Do you use the web to get information on customers, competitors, and other key business information?

Do you want your employees to be able to access company information from the road and/or home?

Do you need voicemail or auto attendant functionality (as opposed to a receptionist answering the phone)?

Solution Selling 7


Do you/your employees check voicemail more than 5 times a day?

Do you use 20% or less of the features on your current phone system, but pay for 100% of it?

Are your computers networked? If not, are you interested in being able to easily share files (e.g. proposals, invoices) between users (computers)?

Do you need e-mail for (almost) everyone in your office?

Solution Selling 8


Is maximizing office space of importance to you?

Do you have more than one printer in your office? Are you interested in saving costs by sharing printers?

Is protection against Internet hackers and e-mail viruses a concern?

Are you interested in one provider for both your voice and data needs (i.e. one lease for all the equipment)?

•Make employees smarter

•Be more customer-responsive

•Help employees share customer knowledge

• Work from the road or at home!

•Time-saving applications

•Less down time

•Save time making equipment work together

• Find information faster

•Easy to use

• All-in-one package

•Lower maintenance costs

•Reduce equipment costs

• Simplicity is cheaper

•Auto-attendant and voice mail

•Preserves investment

•Built for the future

ILANTX 3100Find more time

in the day!

ILANTX 3100Find more time

in the day!ILANTX 3100Control costs!

ILANTX 3100Control costs!

ILANTX 3100Serve customers better!

Beat the competition!

ILANTX 3100Serve customers better!

Beat the competition!

Small Businesses want to...• Get more customers and clients• Retain good customers and clients through excellent service• Find and retain good employees• Find more time outside work• Control costs

Why? Here’s why.

Solution Selling 10

Always Evolving

Useful Features and Exciting Applications Share printers

Buy fewer printers and save money

Buy better printers and get more for your money

Share files Faster network leads to faster work

Use high-speed internet access Save time

Use powerful new applications PDA integration, video, RAS

Future-proof your small business

Solution Selling 11

It's About YOU

Ease of Use With tailored management tools

Group Admin Tool - MACs done in-house

Users can easily change their own features, such as call forwarding, speed dials

A Better Fit No worries about interoperability–it's one box!

More flexible, robust, scaleable than traditional systems – IP enhances productivity

Teleworker access, road warrior access (data)

Phone lines, Internet access, and fax lines aren't competing over the same line

Solution Selling 12

It's About YOU

Lower Cost of Ownership No separate data and voice networks – buy one box!

Voice mail included (…and did I mention it’s free?)

Ease of maintenance

Simplified installation

Single cabling – no MCSE needed

Increased client productivity

Tailored client-side management tools Do-it-yourself MACs

Solution Selling 13

It's About YOU

Reliability Voice AND data, built to meet the high standards of

voice set by Iwatsu No more finger-pointing between vendors when

your system needs servicing – only one vendor!

Brand Awareness From Iwatsu- a trusted source in the voice business

for over 25 years!Iwatsu also provides outstanding support, documentation, and 24/7 access to www.iwatsu.com for all the latest information.

Solution Selling 14

Let's Review

So, what's in it for...

Solution Selling 15

Customers and

Suppliers

Remote Workers

Business Challenge Require access to Internet, Out-sourced Web Site,E-mail services.

E commerce suppliers,Internet Access,Web Site Hosting, email services

IP Network PSTN

Analog Phones

Fax Machine

Business ChallengeRemote Workers require access to corporate data.

Business ChallengeAll users require cost-effective access to customers and suppliers.

Laser Printer

Server

IP PhonePC

PC

IP Phone

Iwatsu ILANTX 3100

Ethernet Ethernet

SolutionIntegral Layer 2 switch, router and High Speed connection through DSL or Cable modem provide connectivity to internet.

SolutionTwo V.90 server/V.34 client modems available as pool resource on NA variant.

SolutionConfigurable as Key System, PBX, or Hybrid to suit the customer’s needs, in addition to High Speed data access for E-commerce.

Analog, ISDN

Analog, ISDN

Ethernet to TDM Ethernet to TDM

Small Office Solution

Solution Selling 16

Clearing House

E-commerceCorporate Headquarters

Business Challenge Reduce risk of credit/debit card fraud.

Business ChallengeMaintain stock availability at optimum levels.

Business ChallengeProvide customers with e-commerce options.

Server

PC

IP Phone

Iwatsu ILANTX 3100

SolutionOn-line credit authorization by Clearing House for transaction at POS terminal.

SolutionPolling of remote stores from HQ allows for just-in-time provisioning.

SolutionIP Plus architecture provides connection for e-commerce customers.

IP Network

EthernetEthernet

ISDN Network

ISDNISDNX.25 calls

Retail Chain Solution

Solution Selling 17

ILANTX 3100 Voice Mail Solution

Small business reps say …

“We’re a small business, and many of us spend a lot of time on the road beating the bushes for new clients. We need reliable access to our messages 24-7, to ensure we don’t miss an opportunity.”

ILANTX 3100 Embedded Voice Mail answers … FREE

Access from any phone, any time, any place

Proven Iwatsu reliability

Problem

Solution

Solution Selling 18

ILANTX 3100 Voice Mail Solution

Frugal voice mail buyers say …

“ I look through the feature lists of some voice mail systems and the sheer number boggles the mind. Why should I spend all that money on bells and whistles I’ll never use? I just want the tried and true standards I use every day.”

ILANTX 3100 Embedded Voice Mail answers …

Unparalleled price/performance value

All the features people really use

Did we mention that it is FREE?

Problem

Solution

Solution Selling 19

ILANTX 3100 Auto Attendant Solution

Small-scale answering services say …

“Running things on a limited budget means that we don’t have the luxury of a full-time staff answering the phone. That doesn’t mean, though, that we’re willing to sacrifice the responsiveness an attendant offers.”

ILANTX 3100 Auto Attendant answers … Auto Attendant functionality Automated call answering, transferring Single-digit call routing Time-of-day call answering Dial-by-name, dial-by-extension

Problem

Solution

Solution Selling 20

ILANTX 3100 Solution

Small businesses with high turnover say …

“Our staff changes so often it’s hard to keep up with the administration. Often, whoever can spare the time ends up making the changes. We need a system that’s easy to learn and use, while remaining flexible.”

ILANTX 3100 answers …

Simplified management & flexible connectivity for the end user

Browser-based management Some features of a TUI Access remotely or on-site

Problem

Solution

Solution Selling 21


Objection

Solution

It more expensive than the competition!

It’s not!

It’s cheaper than a piece part solution over the life of the product. What would it cost to buy everything separately?

Key system

Voice mail

Computer network

Router

Modems for dial-up access

cabling for phones/computers

maintenance contracts for each It’s not more expensive, it’s LESS expensive!

lower peripherals costs (printers)

lower services costs (high-speed internet access)

finally, add in the time you save by having it all under one contract, with one warranty!

Solution Selling 22


Objection

Solution

Who needs all this stuff?

You do. Your competitors have it.

• 10 years ago, all you needed was a phone system and a security system. Who would have seen businesses like yours taking orders over the web? Nowadays you need the Internet, Internet gear, phone gear, computers, network connections, security and anti-virus tools and a whole lot of other pieces of software and gear to get on with business.

• As your business grows and changes, wouldn’t it be an advantage to have these features already part of your system?

Solution Selling 23


Objection

Solution

I already have a LAN!

The ILANTX 3100 is compatible with an existing LAN.

• Great! The ILANTX 3100 will plug right into your LAN with no fuss or work arounds.Think of it as the voice server on one of your LAN ports. You can integrate your voice with your LAN and even use your CAT-5 cable to plug in your phones. You can also take advantage of the ILANTX 3100 security features for your datacoms. And, just like your LAN, you can do plug and play moves for your phones.

• And, if your LAN ever went down, the ILANTX 3100 would pick up the LAN’s duties.

Solution Selling 24


Objection

Solution

I don’t need a LAN! Why do I need a LAN?

To make your life easier and your work more efficient. And, your competitors have one. • If you have more than one PC, look at how your employees share files, send items to the printer, and keep the phone line open while sending e-mails.

• A LAN really is a time saver - your employees aren’t copying files to disks, lining up to use the printer, or missing customer calls while looking for info on the web.

• What happens when a customer calls to get some information on a service or a quote, but the expert is on another call? The information can be easily brought up on the PC of the person fielding the call.

Solution Selling 25

Solution Selling Exercise

Using the information learned so far, create a profile of a customer who would benefit from the ILANTX 3100 and 6000 SBAP solution.

Things to consider: Name and type of business Number of employees Number and type of devices Customer requirements Specific applications required Networking needs

Solution Selling 26

- Steve JenningsAccurate Telecom

Messages from the Street

The ILANTX 3100 “is easy to sell – a lot easier than other IP solutions.”

“I can give my customer a product that gets them ready for the future – IP is here to stay – without asking them to give up telephony capabilities that they rely on.”

The ILANTX 3100 “is an IP product that will put you in a position to get the business applications you'll need as your business needs change.”

Solution Selling 27

- Rich NeilIntegrated Network Solutions

Messages from the Street

The ILANTX 3100 “is the right choice. The savings on single-cabling alone are compelling.”

The ILANTX 3100 “is very appealing way to get the new office equipped with both a key system and a LAN."

Solution Selling 28

Tips & Tricks - What to Look For

Is the prospect technology savvy? Do you see: Palm Pilots?

Cell phones?

Newer / powerful computers?

Latest technology?

If so, they will likely appreciate the value the ILANTX 3100 offers over a legacy key system.

Solution Selling 29

Tips & Tricks - Don't Go Empty Handed

Don’t go empty handed!!!

Even if you don’t plan to demo the ILANTX 3100, bring it along.

Small businesses want to see the product.

Be sure to stress that all this functionality fits in one compact box.

Bring an ilx-5140 IP Appliance for the really technology savvy businesses.

Solution Selling 30

Tips & Tricks - Be Prepared

Be prepared!

If you plan to demo, but don’t have enough time during the sales call, boot it up beforehand. Use an external battery pack (UPS)

Solution Selling 31

Tips & Tricks - Know Your Customer

Know your customer!

Have they been shopping around for the best price? They may not be an ideal ILANTX 3100 customer

But, if they need voice plus a LAN... Emphasize the ILANTX 3100 all-in-one box solution

Maintenance and installation – one cabling cost

One vendor support, instead of separate, individual elements, each with their own support

Solution Selling 32

Tips & Tricks - Educate Your Customer

LAN (Local Area Network)

Definition: Hardware and software (like a computer) that “interconnects” multiple devices such as computers, printers and fax machines. Can be “server-based”, or “peer to peer”. “Server-based” LAN’s use a separate piece of hardware and are more powerful. “Peer to peer” LAN’s employ one person’s PC to act as the server for all others, and are less powerful. PCs can slow down when you print, or send a file.

Benefit: Share files, printers, fax machines because all components are “networked” together through the LAN, thereby improving office efficiency and reducing overhead costs.

Solution Selling 33


ROUTER

Definition: A router is a device or, in some cases, software in a computer, that determines where and when data information is delivered over the Internet.

Benefit: Share one high speed internet access line over a number of employees.

Solution Selling 34


FIREWALL

Definition: A device that puts a barrier between your LAN and the outside world, to prevent hackers from entering your LAN. With a firewall, only authorized users (i.e. your employees) can get into your LAN from the outside.

Benefit: Essential in today’s world. Many small businesses have had their websites sabotaged or data stolen from their LANs.

Solution Selling 35


VIRTUAL PRIVATE NETWORK (VPN)

Definition: A “tunnel” in a firewall that allows road warriors and employees to access company files when they are out of the office — whether on the road or at home.

Benefit: Critical for road warriors, and increasingly popular for employees too. It means that employees can work at night, on weekends, in their sleep…

Solution Selling 36


CATEGORY-5 CABLING(CAT-5)

Definition: The type of cable required for most LANs, and for converged platforms (like the ILANTX 3100). Traditional key systems require only CAT-3 cable.

Benefit: Small businesses can run both their phone system and their computer network on one cable.

Solution Selling 37


INTERNET PROTOCOL (IP)

Definition: A transmission protocol for data transfer, recently popularized by the Internet. It is quickly becoming the default protocol for all data and voice traffic -- both in the public network, and on the networks of individual businesses.

Benefit: Once all devices (phones, computers, PDAs) run on the same protocol, which will likely be the case with IP, then communications between devices (phones, computers, PDAs) becomes easier.

Solution Selling 38


VOICE OVER IP (VoIP)

Definition: The transmission of voice signals over the IP protocol.

Benefit: Applications that combine voice and data will be available to all businesses, including small businesses, once they adopt IP. Unified messaging. Voice dialing. Click to dial. Screen pops on incoming calls. Your computers and phones run off one cable -- not two. The voice signal can travel over the Internet, potentially saving long distance charges.

Solution Selling 39

Thank You!

For the latest information go to www.iwatsu.com

solution selling iwatsu ilantx 3100 sales training

Documents

ideal ilantx

future ilantx

unlikely ilantx

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