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Application-Based Selling
66
December, 2005 Vodavi Telenium IP Product Guide
mobility ▪ presence ▪ collaboration ▪ convergence
20. What are your plans for expansion? Do you envision adding other locations in the near
future?
Yes, we plan to add another facility on the West coast in the next two years.
(Building the IP infrastructure now can equate to a significant cost savings in the future.
Highlight the benefits of Telenium
IP
networking.)
21. Tell me about call volumes on a daily/weekly basis. Who is the typical and who is the
largest customer; and similarly the largest and average order value?
Ah… Our biggest customer is ABC School. I would say the average order is $45K.
(Apply this answer to question #24. This ties in with his ability to track abandoned calls.
Every missed call could equate to a potential revenue loss of $45K.)
22. What sort of complaints do you get from customers and how many?
A. Long waits?
B. Busy signals?
C. Transfers?
D. No call backs?
E. Long holds after answer?
F. Not open early or late enough for customers’ preference? What hours do you
open, and is the schedule seasonal?
(If he is unable to track the above, he could potentially lose $? per day, applying $45K
avg order value * # of missed calls, abandoned calls, loss of business due to the above
customer complaints. Since one of his goals is customer service/retention, showing him
how Discovery Manager, and PathFinder
IP
can help to alleviate or reduce the above
complaints, and help reach the sales goal.)