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| Section | Weight | Objectives |
|---|---|---|
| Service Lifecycle & Customer Retention | 8% | - Renewal and upsell opportunities - Service delivery handoff |
| Closing & Follow-Up | 12% | - Post-sale follow-up and account management - Secure commitment and agreement - Recognize closing signals |
| Prospecting & Qualification | 20% | - Pre-approach preparation - Identify potential customers - BANT qualification criteria |
| Solution Presentation & Value Proposition | 20% | - Present service solutions - Communicate ROI and business value - Demonstrate service benefits |
| Needs Discovery & Assessment | 25% | - Map needs to HP service offerings - Active listening and questioning techniques - Identify business and technical needs |
| Handling Objections & Negotiation | 15% | - Address price, timing, and scope concerns - Negotiate terms and conditions - Build trust and confidence |
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