Matching solutions to customer needs

Skills you'll practise

• Translate stated requirements into must-haves and nice-to-haves
• Use a comparison table to find the smallest plan that meets all must-haves
• Account for near-term growth the customer mentioned
• Explain the recommendation in the customer's terms

Course outline

1. 1.Matching the right plan to the customerVideo · 2 min
2. 2.The smallest plan that fully fitsLesson · 12 min
3. 3.Building a fit matrixLesson · 14 min
4. 4.Total cost and growthLesson · 12 min
5. 5.Matching solutions to customer needs: knowledge checkKnowledge check · 27 questions
6. 6.Handing a won deal to deliveryScenario
7. 7.Final exam8 questions · passing it completes the course, so people who already know the material can test out

Sources it draws on

The lessons and questions are written from these references, so learners can go back to the original.

• General consultative-selling practice (discovery, qualification, value)