- Fees / Price TBA
- Duration 3 Days
- Locations Masaken Sheraton
Engaging with customers through a business value approach leads to new revenue opportunities and higher account loyalty. Sales and services professionals can provide customers with more value in a shorter time period – especially when clearly-defined needs can be addressed with standard or mature solutions.
Through the course, participants will learn new analysis techniques and improve consultative selling skills. This training covers topics such as:
Understanding the elements of a business value engagement. Identifying and engaging with key stakeholders. Assessing a customer’s business model and motivations. Identifying benefits associated with Cisco’s architectures and Smart Solutions. Understanding financial concepts which influence customer investment decisions. Applying an overall framework for successful customer conversations.
- After completing this program, you will be able to:
- Articulate the benefits of a business value engagement
- Engage with a customer using business value terms.
- Use a framework to provide a repeatable process for a business value engagement.
- Employ relevant techniques and tools on a business value engagement.
- Understand fundamental financial terminology and concepts
- Read and interpret financial documents
- Understand the basis for evaluating investment decisions
- Apply a Customer Conversation Framework with a customer
- Understanding business value
- Boosting your credibility
- Establishing your view of business needs
- Building a Business Model Canvas
- Daily recap / Q;A
- Engaging with the CxO
- Preparing strategic questions
- Creating a Business Motivation Model
- Translating business needs into capabilities
- Daily recap / Q;A
Day Three (1/2 day)
- Finance and business value
- The Customer Conversation Framework
- Daily and course recap / Q;A
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