Discover how to sell with value

Learn to apply consultative selling and overcome price wars. 
This training explores the concept of Total Cost of Ownership (TCO) applied to video monitoring solutions. 
Identify hidden operational costs, understand your customers' real needs, and build value arguments based on efficiency and return on investment, differentiating your proposals and strengthening long-term strategic partnerships.

Format: virtual instructor-led training 
Length: 2 hours
Language: English 
Cost: free of charge

Each certificate of participation from a Discover course (current and previous year) grants a cumulativediscount on any Fundamentals course, based on partner level:

• Authorized partners: 5% off per certificate
• Silver partners: 10% off per certificate
• Gold and multiregional partners: 15% off per certificate

• Consultative vs. Traditional Selling: Understand the paradigm shift needed to act as a consultant, prioritizing the identification of real needs (security, business intelligence, efficiency) over price-driven offers.
• The Concept and 3 Stages of TCO: Definition and quantification of the Total Cost of Ownership, dividing the project into Acquisition, Operation, and Decommissioning phases.
• Cost Factors in Video Monitoring: Detailed mapping of factors that make up TCO, including pre-contract costs, installation, maintenance, system failures, energy, and redesign.
• ROI and Perceived Value: How to balance TCO with delivered benefits, using ROI to demonstrate real value to multiple stakeholders.
• The Impact of Innovation on Economy: Demonstration of how innovations (e.g., Zipstream, Speed Dry, Advanced Replacement) and the reliability of Axis products drastically reduce TCO.
• Image Usability and Efficiency: Analysis of the true cost of a "lost image" and how image quality directly influences safety, compliance, and operational costs.
• Sizing Complex Projects: Guided demonstration of TCO calculation in large-scale scenarios (e.g., urban monitoring with 1500 cameras) to justify choosing high-quality solutions.

By the end of this training, participants will be able to:

• Adopt a consultative approach: Differentiate between traditional and consultative selling, focusing on understanding the customer's real needs to offer higher-value solutions.
• Master TCO calculation: Apply the Total Cost of Ownership methodology to quantify every stage of a video monitoring project, from acquisition to decommissioning.
• Justify investments: Use ROI and TCO arguments to demonstrate how Axis solutions' innovation, quality, and reliability reduce hidden expenses and system failures.
• Optimize decision-making: Support customers in choosing technologies that ensure image usability, operational efficiency, and system longevity, overcoming the hurdle of initial price analysis.

Sales managers, account executives, business consultants, and system integrators interested in maximizing the value of their projects.

Recommended:

• Discover Axis network video technologies training

Complement your learning with:

• Explore Axis quick product selection tools training
• Explore AXIS Site Designer training