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Your desk phone rings. You’re in the middle of a time sensitive report and glance over to see who’s calling. The PBX caller ID number is 888-555-5565 with a caller ID name of Unknown. You chalk that one up as a telemarketer and keep typing. Five minutes later the phone rings again. This time, the number is local and the corresponding name is that of your largest account, so you stop typing and grab the call.

Once in a while, though, the number is legitimate but the name is wrong. Why does it happen? And if you’ve ever been the one showing up as someone else to other people, you know how difficult it can be to remedy, especially if it’s started happening right after you’ve changed providers.

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I work with a lot of agents and phone system dealers who are currently working with, or have worked with Broadvox at one time or another. It’s part and parcel of being in this industry. Broadvox is the big kid in the sandbox and rightly so. They’ve made the investments and have grown their company substantially over the last several years. They are to the SIP carrier world what the Bell companies are to the traditional carrier world.

So what’s wrong with Broadvox? Absolutely nothing. I’m sure they have a ton of very happy customers and agents. They wouldn’t be in business otherwise. This article isn’t about bashing Broadvox. I don’t know or work with them. The information I receive comes in via agents and their experiences. Some are happy while others have expressed frustration.businessman_choices

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The life of a Toshiba dealer, or any system dealer, isn’t one that’s typically envied by others in the sales universe. Phone systems are expensive. They last a long time. The sales cycle can sometimes go on for months, and it’s a constant stream of prospecting. Closing, then, is what separates mediocre dealers from great dealers. It also dictates whether you’re thriving or just surviving.Toolbox_framed

Thriving dealers have great toolboxes. They use their wrench to overcome objection ‘x’ and the hammer to overcome objection ‘y.’ Some of their tools might be discounts on the initial purchase, value-added services like maintenance agreements, or ‘x’ number of MAC’s included with the initial purchase. They’re the ones who look at carrier services, LAN cabling, and try to understand the complete solution.

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