UC Advanced - issue #21

COMMENT COMMENT

The Art of the Negotiation

UC

The recent UK visit from President Donald J. Trump and the First Lady of the United States got me thinking. Not about the Tech Prosperity Deal, which some may argue puts America first, but the “ Art of the Deal ”, the POTUS’s book first published in 1987. If MSPs and resellers want to win UC&C business, they could take a few leaves out of the book. Trump’s business philosophy centres around the fact that

The best UC&C salespeople listen, and they listen for the clues. The potential customer wants reliability, no come-backs, bang for buck, seamless integrations, pain relief from all the headaches being caused by UC&C issues. If a potential customer’s eyes are glazing over when AI summaries and real-time translation are discussed, then considering a demonstration is essential, and offering initial support and

staff training may get your UC&C deal over the line. In this issue we pay particular attention to headsets, that ultimate, yet humble,

deals are not just about money, they are about vision and timing.

Trish Stevens Guest Editor

Trump outlines tactics he uses in negotiations such as “think

big and aim high” and all good rhetoric, but

UC&C device that unifies us all. And yes, there are headsets for the hearing impaired too. Turn to page 13 for some good reasons as to why customers should be refreshing their headset ranges frequently. And turn all the pages to find a bumper edition of UC&C news and views, including The Change Organisation leading the charge on HP I Poly headsets this month. Happy headset sales negotiations. n

here’s what he stresses: preparation and patience.

Any UC&C salesperson worth their salt is going to ask basic questions about the potential customer’s current situation: What system do you have and how is it deployed? How many people? What devices? What do you use them for? What budget?

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