Vodavi NomadIP, Руководство пользователя

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Application-Based Selling
60
December, 2005 Vodavi Telenium IP Product Guide
mobility ▪ presence ▪ collaboration ▪ convergence
Example Script for Initial Q&A with Customer
1.
I noticed that Mini Voice Publishing hit the $50 million revenue mark last year. What is
your target for this year?
A:
We hope for 10% – 15% revenue growth this year, so perhaps $55 - $60 million.
(This helps the sales rep to better understand the company’s growth projections. It also
shows that the sales rep has done the homework prior to the meeting.)
2.
What are the company’s primary sources of revenue?
A: We primarily sell college textbooks, advertising space in magazines, and a small percent of revenue is
generated from using our print facility for contract print orders.
(It is important to know how sales are generated).
3. What are your goals?
A:
Mainly to increase revenue, like most other companies, expand customer base, improve customer
service, and streamline cost.
(
The Sales rep should use this to correlate with the overall telephone system benefits.
When he makes his sales pitch, it should highlight how the feature set can assist in these
areas.)
4.
Tell me about your company’s strengths.
A:
Well, we’re a small but popular line of college textbooks from niche authors, a few magazines with great
brand loyalty, great subscriber retention. On the product side, we’re well known for always getting the job
done right, without need for reprints due to errors or quality issues.
(Draw a correlation between their strengths and what you hope to achieve by selling him
the telephone system – i.e. he hopes to retain subscribers. The sales rep will later point
out that by reducing abandoned calls, being easily accessible with Unified Messaging and
presence or mobility features, he will improve customer service and ultimately customer
retention).
5. What things would you like to improve in the company?
A:
You can always improve customer service.
(Since Customer Service is important to him, show how the proposed telephone system
can help to improve customer service i.e. Discovery Manager, PathFinder
IP
, Mobility
Tools).