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Application-Based Selling
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December, 2005 Vodavi Telenium IP Product Guide
mobility ▪ presence ▪ collaboration ▪ convergence
Sales Process: Application-based Selling
The Telenium
IP
selling experience is about building a long-term customer relationship; it
starts with a solution-based sale!
Regardless of the product or industry, every sales professional knows that to have a
successful close ratio, you must be armed with the right ammunition to hit the sales
target. This “ammo” can be defined as gaining an in-depth understanding of the
prospects’ business, and ultimately the true buying motivators behind their decision to
purchase from you! The “battlefield” is littered with other competitive threats and
market pressures, but discovering the customer’s key “trigger points” can make all the
difference.
To achieve this, let’s begin to build a solid foundation:
Understanding Key Customer Wants & Needs
1. Who is my customer?
2. What is involved in my customer’s day to day business activities?
3. What business model does my customer follow?
4. What unique challenges does my customer face on an ongoing basis?
Most importantly…
5. What is my customer’s buying motivation?
For the purpose of this sales initiative, we have created a fictitious business operation. The
process described is intended to uncover customer needs in order to tie your solution to solving
those needs. A real world view of how to successfully apply meaningful sales tactics to achieve
the result you want – CLOSING THE SALE!