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Identify the eight steps within the Value Selling
Approach. |
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Discuss how to identify customer business and
network objectives. |
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Identify questions you can ask to help uncover
customer business and network pain points. |
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Recognize how to create a service vision with
a customer. |
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Explain how to map service offerings to fulfill
the customer’s vision. |
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Review how to quantify service benefits into
financial terms. |
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Discuss how to communicate the value of service
throughout a customer’s entire organization. |
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Recognize how to leverage tools and
extended team members to help close sales with customers. |
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Discuss the importance of establishing
regular quarterly updates and communications with your customers.
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Review an example of how to sell
SMARTnet via the Cisco Brand Resale program using the Value
Selling Approach. |
You are going to spend approximately 30 minutes reviewing this
module. When you are ready to proceed, please click the Next
button at the top or bottom of the page to continue.
