David Whitehead from Headsets4Business believes many dealers who don’t sell headsets are missing out on extra margin simply through neglect or failing to ask the right questionsNeglecting the opportunity is largely down to two perceptions.
- The first is that headsets are complicated. There are lots of different types of headset, and different connecting cables. Dealers think it’s complicated and all too easy to supply the wrong product.
- The second perception is that headsets have become a commoditised consumable and therefore the margin just isn’t there.
Both these perceptions are myths, a headset sale is remarkably simple, and if you supply the right product, dealer margin is very good.
After neglect, failure to ask the right question is the major mistake. Simply asking your customer or prospect if he or she needs or wants any headsets just doesn’t cut it. The questions you ask need to be discussion provoking and you need your customer to departmentalise their business when you discuss headsets.
The obvious benefits of health & well-being and increased productivity will be the deal makers, and the departments that will benefit the most will become clearly apparent. We work closely with our partners so they understand which questions to ask in order to make the sale.
In addition, it’s important to know when to ask the questions, and with our proven strategy you get three bites at the cherry. Relevant questions about headsets should be asked pre-sale, at point of sale, and if necessary post sale (project management stage)
Asking the correct question at the right stages of the process will achieve great results. You have to integrate this into your overall sales process. So if you are primarily selling a telephone system, headsets become a natural part of the process. You would naturally find out which extensions want a voice mail box, or a DDI number; headsets should be no different, they should be a natural part of the sales and project management process.
David adds, dealers want to know how much extra margin they can make by adding headsets to their portfolio.
- Research done with our resellers tells us an average profit return on a telephone system sale is circa £80.00 to £100.00 per extension.
- Profits of at least £20.00 per headset (even on an entry level wired headset) are achievable. So if a dealer sold a headset with every extension (an extra £20 profit per extension) their margin would increase by 20% - 25%.
- If they supplied headsets for half of the extensions, they would make an extra 10% - 12.5%.