The document provides guidance on how to successfully sell Axis network video products. It outlines three key rules: 1) Do not focus on price alone at the initial stage, 2) Have faith in the products and company, and 3) Work as a team with no single person being more important. It then lists four actions: 1) Become an expert in the Axis product line, 2) Identify customer needs and differentiate products by vertical market, 3) Stay ahead of system integrators, and 4) Contact the right decision makers at the appropriate time. The overall message is to demonstrate product value through live demonstrations and focus on service, aspirations, learning, and empathy in sales interactions.
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Form Price to Value. How to sell AXIS
1. From Price To Value
-How to sell Axis-
Eric Chiu, Regional Sales Director, Taiwan
www.axis.com
2. To avoid the pricing trap
> Who will set the trap?
> Pricing trap ≠ Pricing war
> Keep the Rule ABC in your mind
> Follow the Action 1~4
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3. If you want to close a deal…
> What is the most three important?
– Price?
– Price??
– Price???
> We all agree that PRICE is very important.
> Only PRICE = LOW Margin = HARD to achieve the
target = YOU are not special
RULE A:
Never talk this at the first
stage.
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4. What is your faith?
> From Market
– Everyone should use network video products
> From Product
– Axis product is excellent than others
> From Yourself
– We JUST promote the best product to my customer.
RULE B:
Believe the products that you
sell and keep it as your faith
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5. You’re not alone…
RULE C:
Believe the team. No one
is a special one.
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9. Differentiated by vertical
Add
Value
City
Transport Surveillance
Retail
Banking Semiconductor
SMB Securities
Military
Government
Education Construction
M-Line P-Line and Q-Line Target Vertical
Intelligent Video
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10. Action 3: Never behind your SI. Find out the heat!
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11. Needs and Wants
> Your SI can only tell you the needs…
> You always get the “Organizational Needs”
> You should find our the “Personal Wants”
> Only discuss the price at “Buyer pressure
points”
– Time
– Spec-in
– Availability
– Painless
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12. Action 4: Call the right persons at right time
CALL KEY, CALL HIGH, CALL COACH
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14. The basic way to sell AXIS
> Basic, but it’s the shortcut
> To see is to believe
– Video
– A lots video
– Not only images
> Live demo
– Axis Solution Center
– Technical consultant
> Avoid pass the camera only
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16. Get the Axis picture. Stay one step ahead.
competence
convergence
Axis leader
intelligent
HDTV
worldwide
partner network network video
open
megapixel camera easy installation
Thank you!
safe innovation outdoor
global
thermal
environment
protect leader ease of use
integration
H.264
image usability focus video encoder
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