If you go into the first meeting with a customer and immediately start talking about products and solutions, how have you positioned yourself in the eyes of the customer?
A. as a commodity sales person, selling on price rather than value.
B. as a business partner with the customer's needs as the first priority.
C. as a knowledgeable sales consultant.
D. as a prepared sales consultant, ready to meet the challenges of the business.
Answer: A
At which point in the sales process should you start seriously discussing services as part of the solution?
A. if financing is involved, after financing approval is finalized
B. early in the sales cycle
C. after evaluating the customer's technical capabilities
D. once a hardware solution is identified
Answer: D
No comments:
Post a Comment
Note: only a member of this blog may post a comment.