Page 9 - BOSC-P Vodafone

Vodafone Way of + Outcome-based Selling

1. Opportunity
description
(customer goals)
2. PQP
3. Buying Centre Roles
4. Buying Centre
(influence, urgency
& opinion)
5. Targeted Value
Proposition
(business goals)
6. Targeted Value
Proposition (benefits
& differentiators)
7. Competitive Outcome-based Selling matches the shift we
differentiators see of budgets for technology coming out of
8. Strategy to beat the
competition the LOB instead of the IT department
9. Summary of position
10. Action plan