Module 9: The Value Selling Approach

Identify Business and Network Objectives

The first step within the Value Selling Approach is to get your customers talking about the business and network objectives they have established for both the current year and next year.

When working with customers to determine the most appropriate service offering to meet their needs, it is important to gain an understanding of what their organization is trying to achieve as a collective force.

Having insight into these objectives will help you ensure that the service programs you are offering will meet your customer’s needs from both a strategic and network perspective.

Examples of a customer’s business objectives could include:

		Reduce operating expenditures.
		Become more competitive in certain markets.
		Maintain and improve customer satisfaction.
		Merge corporate acquisitions into one company.

Example of a customer’s network objectives could include:

		Drive productivity and improvement across the network.
		Implement new technologies or applications, or consolidate them with existing solutions.
		Reduce operating expenditures.
		Improve mean time to restore.
		Increase network stability and availability.

Once your customer has discussed these objectives with you, you can begin the process of working with your customer to identify any issues or items that may be influencing or contributing to these objectives.

<  Previous  |  Next  >