Page 32 - How to Sell Cloud Services for Resellers

Supporting Student Notes

• Here’s a Value Based Selling technique to help us identify where the
challenges or pain points might be for IT individuals and describes how
to leverage this issue for maximum impact

• 1. Focus – Business = logical, Personal = emotional. Emotion has
more power

• 2 – 4. Key message here is to emphasis not jumping about from one
pain point to another. Stick to one issue and really understand it’s
impact to the business and the individual.

• 5. Ask 3 questions about the upside value that could be realized if this
issue was improved. This not only emphasizes the pleasure that would
be achieved through it’s resolution, but potentially identifies the
“Business Value” to it’s resolution as well

• Again, focus on the business and personal benefits