Tips from the Chief - Sell Problems, Not Specs

By eweek  |  Posted 2012-05-28 Print this article Print
Tips from the Chief - Sell Problems, Not Specs
Always put yourself in the customers shoes, and take an outside-in approach to solution selling. Customers dont want to hear product specifications; they want to know that a problem will be solved, or an opportunity realized.

-- Alliso

Make nice with back office staff, sell to expectations and feel their pain: Seven top Channel Executives share these and other tips that have brought them sales success.

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