Application-Based Selling
63
December, 2005
Vodavi Telenium
IP
Product Guide
mobility
▪
presence
▪
collaboration
▪
convergence
Determining Key Buying Motivators
(Notice that price is a key buying motivator for him…Let’s explore further to see what other
buying motivators we can uncover.)
(You can apply a 1 – 5 rating system here with 1 being the least important and 5 being
the most important. The sales rep can use this opportunity to sell the benefits of our
system as it relates to the customer responses. )
14.
Okay, you mentioned price is important, let us try to understand your needs….
Are these factors important to you?
A.
Simple plug and play telephone system
response: 3
(Stress the ease of use of the Telenium
IP
’s auto configuration feature, which
allows for a faster deployment.)
B.
A reliable system
response
: 5
(It is important to point out to the customer that the Telenium
IP
does not have a
hard drive like a PC based system, which makes it more reliable. Also, if he has
used TDM switches in the past, note the similarities in following this type of
reliable architecture.)
C.
A system that your own IT manager can operate
response: 3
(Any business owner can appreciate a system that is easy to manage/maintain
because it saves the company time and money. The in-house IT Manager will
most likely be familiar with web based GUI interfaces, which is exactly what the
Telenium
IP
offers. The learning curve is therefore shortened. If it’s a look and
feel that is comfortable for him, versus a foreign interface, then most likely will
he embrace and be an advocate for the system.)
D.
Integration of voice and data traffic
response
: 2
(This is a key selling point of any IP system, especially the Telenium
IP
as it uses
its own network numbering scheme and easily co-exists with a PC network’s
DHCP services without conflicts. Even better, one network jack can be used for
each desktop to service the telephone and PC. For new buildings, this saves on
wiring cost and features a simplified layout.)
Summary of Contents for NomadIP
Page 1: ...P N 3850 00...
Page 2: ......
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Page 7: ...Introduction...
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Page 14: ...I D...
Page 15: ...TeleniumIP Communications Infrastructure...
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Page 27: ...Applications Showcase...
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Page 57: ...Application Based Selling...
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Page 71: ...The Vodavi Difference...
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Page 77: ...Technical Data...
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Page 87: ...PathFinderIP...
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Page 97: ...Frequently Asked Questions...
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Page 103: ...Appendices...
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