Module 9: The Value Selling Approach

Summary

Congratulations. You have just completed Module 9: The Value Selling Approach. In this module you:

		Identified the eight steps within the Value Selling Approach.
		Discussed how to identify customer business and network objectives.
		Identified questions you can ask to help uncover customer business and network pain points.
		Recognized how to create a service vision with a customer.
		Explained how to map service offerings to fulfill the customer’s vision.
		Reviewed how to quantify service benefits into financial terms.
		Discussed the importance of establishing regular communications with your customers.
		Reviewed an example of how to sell SMARTnet via the Cisco Brand Resale program using the Value Selling Approach.

In the next module, Module 10: Cisco SMB Support Assistant , you will review the SMB Support Assistant and how it is positioned against SMARTnet for Small & Medium Sized-businesses.

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