Page 152 - BV-BC 4 days
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Outcome-Focused Selling
• Why a business transformation sales approach?
• Become more competitive
• Establish new customer relationships
• Create additional value
• Why use scenarios for business transformation?
• It relates needs and potential benefits through example situations
• Why communicate a solution in business terms?
• Improves dialogue with both customer's business and IT stakeholders about
the solution, its impact and any proposed options
