{"id":966,"date":"2024-11-25T17:43:52","date_gmt":"2024-11-25T17:43:52","guid":{"rendered":"https:\/\/www.prolimehost.com\/blogs\/?p=966"},"modified":"2024-11-25T17:46:40","modified_gmt":"2024-11-25T17:46:40","slug":"time-honored-selling-tips","status":"publish","type":"post","link":"https:\/\/www.prolimehost.com\/blogs\/time-honored-selling-tips\/","title":{"rendered":"Time Honored Selling Tips (POCCAD)"},"content":{"rendered":"<p><strong><img decoding=\"async\" class=\"aligncenter wp-image-2577 size-large\" src=\"https:\/\/www.prolimehost.com\/wp-content\/uploads\/sites\/4\/ecommerce-3563183_1920-1024x563.jpg\" alt=\"\" width=\"680\" height=\"374\" srcset=\"https:\/\/www.prolimehost.com\/blogs\/wp-content\/uploads\/sites\/4\/ecommerce-3563183_1920-1024x563.jpg 1024w, https:\/\/www.prolimehost.com\/blogs\/wp-content\/uploads\/sites\/4\/ecommerce-3563183_1920-300x165.jpg 300w, https:\/\/www.prolimehost.com\/blogs\/wp-content\/uploads\/sites\/4\/ecommerce-3563183_1920-1536x845.jpg 1536w, https:\/\/www.prolimehost.com\/blogs\/wp-content\/uploads\/sites\/4\/ecommerce-3563183_1920-512x282.jpg 512w, https:\/\/www.prolimehost.com\/blogs\/wp-content\/uploads\/sites\/4\/ecommerce-3563183_1920-920x506.jpg 920w, https:\/\/www.prolimehost.com\/blogs\/wp-content\/uploads\/sites\/4\/ecommerce-3563183_1920-1600x880.jpg 1600w, https:\/\/www.prolimehost.com\/blogs\/wp-content\/uploads\/sites\/4\/ecommerce-3563183_1920.jpg 1920w\" sizes=\"(max-width: 680px) 100vw, 680px\" \/><\/strong><\/p>\n<div id=\"ez-toc-container\" class=\"ez-toc-v2_0_80 counter-hierarchy ez-toc-counter ez-toc-grey ez-toc-container-direction\">\n<div class=\"ez-toc-title-container\">\n<p class=\"ez-toc-title\" style=\"cursor:inherit\">Table of Contents<\/p>\n<span class=\"ez-toc-title-toggle\"><a href=\"#\" class=\"ez-toc-pull-right ez-toc-btn ez-toc-btn-xs ez-toc-btn-default ez-toc-toggle\" aria-label=\"Toggle Table of Content\"><span class=\"ez-toc-js-icon-con\"><span class=\"\"><span class=\"eztoc-hide\" style=\"display:none;\">Toggle<\/span><span class=\"ez-toc-icon-toggle-span\"><svg style=\"fill: #999;color:#999\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" class=\"list-377408\" width=\"20px\" height=\"20px\" viewBox=\"0 0 24 24\" fill=\"none\"><path d=\"M6 6H4v2h2V6zm14 0H8v2h12V6zM4 11h2v2H4v-2zm16 0H8v2h12v-2zM4 16h2v2H4v-2zm16 0H8v2h12v-2z\" fill=\"currentColor\"><\/path><\/svg><svg style=\"fill: #999;color:#999\" class=\"arrow-unsorted-368013\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" width=\"10px\" height=\"10px\" viewBox=\"0 0 24 24\" version=\"1.2\" baseProfile=\"tiny\"><path d=\"M18.2 9.3l-6.2-6.3-6.2 6.3c-.2.2-.3.4-.3.7s.1.5.3.7c.2.2.4.3.7.3h11c.3 0 .5-.1.7-.3.2-.2.3-.5.3-.7s-.1-.5-.3-.7zM5.8 14.7l6.2 6.3 6.2-6.3c.2-.2.3-.5.3-.7s-.1-.5-.3-.7c-.2-.2-.4-.3-.7-.3h-11c-.3 0-.5.1-.7.3-.2.2-.3.5-.3.7s.1.5.3.7z\"\/><\/svg><\/span><\/span><\/span><\/a><\/span><\/div>\n<nav><ul class='ez-toc-list ez-toc-list-level-1 ' ><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-1\" href=\"https:\/\/www.prolimehost.com\/blogs\/time-honored-selling-tips\/#Selling_Tips_for_Closing_Sales\" >Selling Tips for Closing Sales<\/a><ul class='ez-toc-list-level-3' ><li class='ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-2\" href=\"https:\/\/www.prolimehost.com\/blogs\/time-honored-selling-tips\/#Each_of_these_renders_specific_value_to_successfully_negotiating_solutions_resulting_in_long_term_business_relationships\" >Each of these renders specific value to successfully negotiating solutions resulting in long term business relationships.<\/a><ul class='ez-toc-list-level-4' ><li class='ez-toc-heading-level-4'><a class=\"ez-toc-link ez-toc-heading-3\" href=\"https:\/\/www.prolimehost.com\/blogs\/time-honored-selling-tips\/#People\" >People<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-4'><a class=\"ez-toc-link ez-toc-heading-4\" href=\"https:\/\/www.prolimehost.com\/blogs\/time-honored-selling-tips\/#Organization\" >Organization<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-4'><a class=\"ez-toc-link ez-toc-heading-5\" href=\"https:\/\/www.prolimehost.com\/blogs\/time-honored-selling-tips\/#Current_System\" >Current System<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-4'><a class=\"ez-toc-link ez-toc-heading-6\" href=\"https:\/\/www.prolimehost.com\/blogs\/time-honored-selling-tips\/#Current_Vendor\" >Current Vendor<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-4'><a class=\"ez-toc-link ez-toc-heading-7\" href=\"https:\/\/www.prolimehost.com\/blogs\/time-honored-selling-tips\/#Application\" >Application<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-4'><a class=\"ez-toc-link ez-toc-heading-8\" href=\"https:\/\/www.prolimehost.com\/blogs\/time-honored-selling-tips\/#Decision_Maker\" >Decision Maker<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-4'><a class=\"ez-toc-link ez-toc-heading-9\" href=\"https:\/\/www.prolimehost.com\/blogs\/time-honored-selling-tips\/#In_Summary\" >In Summary<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-4'><a class=\"ez-toc-link ez-toc-heading-10\" href=\"https:\/\/www.prolimehost.com\/blogs\/time-honored-selling-tips\/#BROUGHT_TO_YOU_BY_PROLIMEHOST\" >BROUGHT TO YOU BY PROLIMEHOST<\/a><ul class='ez-toc-list-level-5' ><li class='ez-toc-heading-level-5'><a class=\"ez-toc-link ez-toc-heading-11\" href=\"https:\/\/www.prolimehost.com\/blogs\/time-honored-selling-tips\/#VPS_SERVICES_LIGHTNING_FAST_SSD_VIRTUAL_SERVERS\" >VPS SERVICES: LIGHTNING FAST SSD VIRTUAL SERVERS<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-5'><a class=\"ez-toc-link ez-toc-heading-12\" href=\"https:\/\/www.prolimehost.com\/blogs\/time-honored-selling-tips\/#DEDICATED_SERVERS_BACKED_BY_A_999_SLA_NETWORK_UPTIME_GUARANTEE\" >DEDICATED SERVERS: BACKED BY A 99.9% SLA NETWORK UPTIME GUARANTEE<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-5'><a class=\"ez-toc-link ez-toc-heading-13\" href=\"https:\/\/www.prolimehost.com\/blogs\/time-honored-selling-tips\/#ASIA_OPTIMIZED_SERVERS_IMPROVING_CONNECTION_SPEED_AND_QUALITY\" >ASIA OPTIMIZED SERVERS: IMPROVING CONNECTION SPEED AND QUALITY<\/a><\/li><\/ul><\/li><\/ul><\/li><\/ul><\/li><\/ul><\/nav><\/div>\n<h2 style=\"text-align: center;\"><span class=\"ez-toc-section\" id=\"Selling_Tips_for_Closing_Sales\"><\/span>Selling Tips for Closing Sales<span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p>POCCAD\u00a0stands for\u00a0People,\u00a0Organization,\u00a0Current System,\u00a0Current Vendor,\u00a0Application and\u00a0Decision Maker.<\/p>\n<p>When I was with a local copier dealership, their sales management team gave us all a pop quiz on the meaning of POCCAD. I had no clue at the time, but very quickly came to realize its importance in closing deals.<\/p>\n<h3><span class=\"ez-toc-section\" id=\"Each_of_these_renders_specific_value_to_successfully_negotiating_solutions_resulting_in_long_term_business_relationships\"><\/span>Each of these renders specific value to successfully negotiating solutions resulting in long term business relationships.<span class=\"ez-toc-section-end\"><\/span><\/h3>\n<h4><span class=\"ez-toc-section\" id=\"People\"><\/span>People<span class=\"ez-toc-section-end\"><\/span><\/h4>\n<p>Would understanding whether your contact was a number cruncher, socialite or gatekeeper guide your interaction with them? How long have they been there? What\u2019s their responsibility? Are they motivated or just putting in their time? Are they just soliciting information or is there a real interest? Do they smile when they see you? Ask them, \u201cIf you could change anything about your current product or service, what would that be?\u201d And then listen to their answer. Let them carry 80 percent of the conversation. They\u2019ll walk away thinking you\u2019re a fascinating representative, when actually they\u2019ve done all the talking &#8211; and you\u2019ve now gleamed their hot buttons.<\/p>\n<h4><span class=\"ez-toc-section\" id=\"Organization\"><\/span>Organization<span class=\"ez-toc-section-end\"><\/span><\/h4>\n<p>How long have they been in business? Do they have multiple locations? Who are their competitors? Are they growing? Is this a family business? How many employees do they have? What\u2019s their employee\u2019s average tenure? Do they have a website? Do they do business online? What is their core focus? What\u2019s their mission statement?<\/p>\n<h4><span class=\"ez-toc-section\" id=\"Current_System\"><\/span>Current System<span class=\"ez-toc-section-end\"><\/span><\/h4>\n<p>Do they use a mainframe or rack mounted servers? Are they collocated? How long have they been using their current system? Have they incurred any recent issues with it? Are they under a contract? Is their system leased or owned outright? Has it been fully depreciated? Do they have upgrade plans in place? What is their current systems projected end-of-life?<\/p>\n<h4><span class=\"ez-toc-section\" id=\"Current_Vendor\"><\/span><strong><img decoding=\"async\" class=\"alignright wp-image-969 size-medium\" src=\"https:\/\/www.prolimehost.com\/wp-content\/uploads\/sites\/4\/contract-1229858_640-300x165.png\" alt=\"Selling tips on contracts\" width=\"300\" height=\"165\" srcset=\"https:\/\/www.prolimehost.com\/blogs\/wp-content\/uploads\/sites\/4\/contract-1229858_640-300x165.png 300w, https:\/\/www.prolimehost.com\/blogs\/wp-content\/uploads\/sites\/4\/contract-1229858_640-512x282.png 512w, https:\/\/www.prolimehost.com\/blogs\/wp-content\/uploads\/sites\/4\/contract-1229858_640.png 640w\" sizes=\"(max-width: 300px) 100vw, 300px\" \/><\/strong>Current Vendor<span class=\"ez-toc-section-end\"><\/span><\/h4>\n<p>Who are their vendors? Why did they select them? This factors directly into why they should select you. Are they under contract? Do their current vendors exceed their expectations? How long have they used them? Is there a special connection to the business (relative, friend or other)? Do they select their vendors as the result of <a href=\"https:\/\/www.g2.com\/articles\/rfq\" target=\"_blank\" rel=\"nofollow noopener\">RFQs<\/a> and bids?<\/p>\n<h4><span class=\"ez-toc-section\" id=\"Application\"><\/span>Application<span class=\"ez-toc-section-end\"><\/span><\/h4>\n<p>What are their applications? Do your products or services offer competitive or enhanced features and benefits that may resolve a need based on how they get from A to B currently?<\/p>\n<h4><span class=\"ez-toc-section\" id=\"Decision_Maker\"><\/span><strong><img decoding=\"async\" class=\"alignleft wp-image-970 size-medium\" src=\"https:\/\/www.prolimehost.com\/wp-content\/uploads\/sites\/4\/man-220974_640-300x200.jpg\" alt=\"selling tips when dealing with influencers\" width=\"300\" height=\"200\" srcset=\"https:\/\/www.prolimehost.com\/blogs\/wp-content\/uploads\/sites\/4\/man-220974_640-300x200.jpg 300w, https:\/\/www.prolimehost.com\/blogs\/wp-content\/uploads\/sites\/4\/man-220974_640-512x341.jpg 512w, https:\/\/www.prolimehost.com\/blogs\/wp-content\/uploads\/sites\/4\/man-220974_640.jpg 640w\" sizes=\"(max-width: 300px) 100vw, 300px\" \/><\/strong>Decision Maker<span class=\"ez-toc-section-end\"><\/span><\/h4>\n<p>I understand you aren\u2019t always afforded the opportunity to propose your solution to the decision maker directly, so it\u2019s exceptionally important to understand who the influencers are, and their relationship to the decision maker. By all means, attempt to deal with the decision maker as translations often get lost or diluted. If that decision maker is a number cruncher, your proposal will need to be very different than one prepared for a socialite. Understanding the difference, and using that to your advantage helps close deals.<\/p>\n<h4><span class=\"ez-toc-section\" id=\"In_Summary\"><\/span>In Summary<span class=\"ez-toc-section-end\"><\/span><\/h4>\n<p>Obliviously, this is very generic, but it can be revised and amended to address sales strategies across most industries, including shared, VPS and dedicated hosting. Part of your sales team effort should be to collaborate on refining the process and relevant questions &#8211; to gain insight into your prospects motivation to change providers.<\/p>\n<h4><img decoding=\"async\" class=\"aligncenter size-full wp-image-51\" src=\"https:\/\/www.prolimehost.com\/wp-content\/uploads\/sites\/4\/2014\/08\/unnamed-e1408122780935.jpg\" alt=\"ProlimeHost\" width=\"400\" height=\"80\" srcset=\"https:\/\/www.prolimehost.com\/blogs\/wp-content\/uploads\/sites\/4\/2014\/08\/unnamed-e1408122780935.jpg 400w, https:\/\/www.prolimehost.com\/blogs\/wp-content\/uploads\/sites\/4\/2014\/08\/unnamed-e1408122780935-300x60.jpg 300w\" sizes=\"(max-width: 400px) 100vw, 400px\" \/><\/h4>\n<h4><span class=\"ez-toc-section\" id=\"BROUGHT_TO_YOU_BY_PROLIMEHOST\"><\/span>BROUGHT TO YOU BY PROLIMEHOST<span class=\"ez-toc-section-end\"><\/span><\/h4>\n<p>We\u2019ve been in the web hosting industry for over a decade, helping hundreds of clients succeed in what they do best and that\u2019s running their business. We specialize in Virtual Private Servers (VPS) and dedicated servers, with data centers in Los Angeles, Denver &amp; Singapore.<\/p>\n<h5><span class=\"ez-toc-section\" id=\"VPS_SERVICES_LIGHTNING_FAST_SSD_VIRTUAL_SERVERS\"><\/span>VPS SERVICES: LIGHTNING FAST SSD VIRTUAL SERVERS<span class=\"ez-toc-section-end\"><\/span><\/h5>\n<p>Our\u00a0<a href=\"https:\/\/www.prolimehost.com\/ssd-vps-server\/\">Virtual Private Servers<\/a>\u00a0all feature high performance Xeon processors and SSD storage in a RAID10 configuration to optimize your server\u2019s performance, which dramatically enhances visitor experiences on your site.<\/p>\n<p>That speed is backed by unparalleled 24\/7 support, featuring both outstanding response AND resolution times to maximize your uptime.<\/p>\n<p><strong><em>Now is the time to join the ProlimeHost virtual private server revolution.<\/em><\/strong><\/p>\n<h5><span class=\"ez-toc-section\" id=\"DEDICATED_SERVERS_BACKED_BY_A_999_SLA_NETWORK_UPTIME_GUARANTEE\"><\/span>DEDICATED SERVERS: BACKED BY A 99.9% SLA NETWORK UPTIME GUARANTEE<span class=\"ez-toc-section-end\"><\/span><\/h5>\n<p>We only use enterprise-class hardware in our\u00a0<a href=\"https:\/\/www.prolimehost.com\/los-angeles-dedicated-servers\/\">dedicated servers<\/a> and offer a four (4) hour hardware replacement. Throw in IPMI for remote management, support for public and private networks, free operating system (OS) re-installs, and SATA, SAS &amp; SSD (including NVMe) storage. \u00a0For everything from gaming, AMD and GPU servers to <a href=\"https:\/\/www.prolimehost.com\/discounted-dedicated-server-deals\/\">cheap dedicated servers<\/a>, we\u2019re here to help.<\/p>\n<h5 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"ASIA_OPTIMIZED_SERVERS_IMPROVING_CONNECTION_SPEED_AND_QUALITY\"><\/span>ASIA OPTIMIZED SERVERS: IMPROVING CONNECTION SPEED AND QUALITY<span class=\"ez-toc-section-end\"><\/span><\/h5>\n<p>Procuring an Asia optimized server improves the connection speed and quality between the server and the users in Asia or China. This can reduce latency, packet loss, jitter, and bandwidth issues that can affect the performance and reliability of the server and the applications hosted on it. For more information, please call 1-877-477-9454 or\u00a0<a href=\"https:\/\/www.prolimehost.com\/contact\/\">contact us<\/a><\/p>\n","protected":false},"excerpt":{"rendered":"Selling Tips for Closing Sales POCCAD\u00a0stands for\u00a0People,\u00a0Organization,\u00a0Current System,\u00a0Current Vendor,\u00a0Application and\u00a0Decision Maker. When I was with a local copier&hellip;","protected":false},"author":3,"featured_media":2577,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"csco_display_header_overlay":false,"csco_singular_sidebar":"","csco_page_header_type":"","footnotes":""},"categories":[1],"tags":[199,120,123,43,24,107,113,198,139,106,33],"class_list":{"0":"post-966","1":"post","2":"type-post","3":"status-publish","4":"format-standard","5":"has-post-thumbnail","7":"category-geneal","8":"tag-amd-servers","9":"tag-asia-optimized","10":"tag-china-optimized","11":"tag-dedicated-server","12":"tag-dedicated-servers","13":"tag-dedicated-servers-usa","14":"tag-gaming-servers","15":"tag-gpu-servers","16":"tag-prolimehost","17":"tag-virtual-private-servers","18":"tag-vps","19":"cs-entry"},"aioseo_notices":[],"_links":{"self":[{"href":"https:\/\/www.prolimehost.com\/blogs\/wp-json\/wp\/v2\/posts\/966","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/www.prolimehost.com\/blogs\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.prolimehost.com\/blogs\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.prolimehost.com\/blogs\/wp-json\/wp\/v2\/users\/3"}],"replies":[{"embeddable":true,"href":"https:\/\/www.prolimehost.com\/blogs\/wp-json\/wp\/v2\/comments?post=966"}],"version-history":[{"count":0,"href":"https:\/\/www.prolimehost.com\/blogs\/wp-json\/wp\/v2\/posts\/966\/revisions"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/www.prolimehost.com\/blogs\/wp-json\/wp\/v2\/media\/2577"}],"wp:attachment":[{"href":"https:\/\/www.prolimehost.com\/blogs\/wp-json\/wp\/v2\/media?parent=966"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.prolimehost.com\/blogs\/wp-json\/wp\/v2\/categories?post=966"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.prolimehost.com\/blogs\/wp-json\/wp\/v2\/tags?post=966"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}