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.

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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6. Action 1: Familiar with your products. Be an expert!
Fixed PTZ/ PTZ domes
AXIS M1103 AXIS M5013 AXIS P5534/-E
AXIS P1311 AXIS P1347/-E AXIS 212 PTZ/-V
AXIS M1011/-W AXIS M1104 AXIS M5014 AXIS P5544
AXIS P1343/-E AXIS 221 AXIS 214 PTZ
AXIS M1031-W AXIS M1113/-E AXIS P5512/-E AXIS Q6032/-E
AXIS P1344/-E AXIS Q1602/-E AXIS 215/-E PTZ
AXIS M1054 AXIS M1114/-E AXIS P5522/-E AXIS Q6034/-E
AXIS P1346/-E AXIS Q1755/-E AXIS 233D
AXIS 211W AXIS P5532/-E AXIS Q6035/-E
Fixed domes Thermal
AXIS M3113-R/M3114-R AXIS M3203/-V AXIS P3343/-V/-VE AXIS Q1910-E
AXIS M3011
AXIS M3113-VE/M3114-VE AXIS M3204/-V AXIS P3344/-V/-VE AXIS Q1910
AXIS M3014
AXIS 216FD/-V AXIS P3301/-V AXIS P3346/-V/-VE AXIS Q1921-E
AXIS 209FD
AXIS 216MFD/-V AXIS P3304/-V AXIS P3367-V/-VE AXIS Q1921
Encoders/decoders Software & recording
AXIS 241Q/241QA AXIS Q7404 AXIS 240Q Blade AXIS Camera Station
AXIS 240Q AXIS Q7401 AXIS Q7900 Rack AXIS Camera Management
AXIS 243SA AXIS Q7414 Blade AXIS 3U Video Server Rack AXIS Mobile Monitor
AXIS M7001 AXIS Q7406 Blade AXIS 291 1U Rack AXIS Q8108-R Network Video Recorder
AXIS 241S AXIS 243Q Blade AXIS P7701 ADP > 800 partners
AXIS 247S AXIS 241Q Blade
Accessories
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7. AXIS features
> Three year warranty > HDTV
> Good image quality > ACAP
> ARPTEC chipset > Edge Storage
> ONVIF > Image adjust functions
> VAPIX API > Alarm/event rule
> Network Security > Easy Installation
> H.264/MJPEG > P-Iris
> Multi-streaming > LightFinder™
> Super WDR
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8. Action 2: Identify your customers, then create the needs
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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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13. Level I-II-III concept
High-level decision makers
User Influencers
Logistics Buyers
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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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15. S.A.L.E
Service Aspiration Learning Empathy
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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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