Module 9: The Value Selling Approach

Leverage Tools and Extended Team Members

As you are socializing and presenting the value of service with key individuals in your customer’s organization, your next step is keep your eyes open for ways to leverage extended team members on your staff when appropriate to help close the deal.

Keep in mind that you may not be the only person in your organization that has contact with your customers throughout the year. Other individuals in your company including account managers, your IT staff or technical experts, and even purchasing agents frequently engage customers as well. Based on their interactions with customers, many key individuals within your company may be able to provide you with additional information or contacts that will help you win the sale.

The table below contains some examples of internal resources that you may be able to leverage along with a corresponding column that identifies the types of information or assistance they may be able to offer.

	Resource				Information Sharing Opportunities
	Account Managers				Can provide the names of key contacts or resources within the customer’s organization.   Can provide perspective on the relationship with customer and the personalities within the customer’s organization.   Can provide information or specifics related to the customer’s vision and business drivers.   May have knowledge of the customer’s budget or network strategies for the next fiscal year.
	Sales or Systems Engineers				Can provide information on the customer’s network infrastructure and existing technical capability.   May have information on the customer’s network or knowledge of what technologies the customer is looking to implement for the next fiscal year.   May have an understanding of the skill set or expertise of the customer’s current IT resources
	Call Center Agents				Can provide case histories and information on how often the customer is using your TAC.   Will have updated information on the customer’s network.   May have an idea of potential customer needs based on previous cases.   May have an idea of the customer’s likes and dislikes.
	Finance or Purchasing Agents				Will have information on the status of current contracts.   May have trending and budget related information.   May have an understanding of the customer’s fiscal practices and budgeting cycles.   May have an understanding of what is required to obtain large POs from the customers.   Will have information on any credit holds or other conditions that may be in place with the customer.

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