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Tutorial Title
 
1 Cisco Service Expert Program Overview
2 The Importance of Service
3 Cisco.com Online Tools and Resources
4 Technical Assistance
5 Software Support
6 Hardware Replacement
7 Technical Support Services Portfolio
8 Partner Technical Support Services
9 The Value Selling Approach
Introduction
Identify Objectives
Uncover Pain Points
Create a Service Vision
Quantify Service Benefits
Communicate Service Value
Leverage Tools and Team
Establish Communications
Benefits
Interactive Exercise
Review Questions
Summary
10 Cisco SMB Support Assistant
11 Sales Tools and Processes
  12 Business Tools and Processess
  13 Next Steps
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Module 9: The Value Selling Approach

Quantify Service Benefits into Financial Terms

The ROI tool helps your customers as well by:

   Placing an importance on the financial impact of technical support services.
  Giving them valuable metrics data that can be used to make intelligent decisions and compare service investments made with Cisco to those made with a competitor.
  Providing them with financial data to help obtain sign-off from senior executives on service or network-related initiatives.

The ROI tool can be accessed by entering the following URL in your Web browser: http://tools.cisco.com/CAIT/ASTOOL/jsp/landing.jsp

For additional information on how to use the ROI tool, please refer to the ROI PowerPoint presentation available within Module 10: Sales Tools and Processes.

 

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