Page 155 - BV-BC 4 days

Outcome-Focused Selling

• In an outcome –focused sales engagement, what information will the customer need
to know?

• The challenges (opportunities and problems) that the organisation faces

• The financial and/or business value of meeting those challenges

• What is the overall benefit from adopting an outcome-focused sales approach?

• Aligns our technology offerings to the customer’s vision and strategies to ensure
greater relevance to the needs of their LoB Heads and C level executives

• How does a business outcomes-led approach help to ensure the relevance of Cisco
and Partner solutions and services?

• It focuses on business relevance rather than on features, advantages and
benefits