整体方案销售技巧.pptxVIP

MSS for Partners Overview ;Credit and Copyright;Preface;Customers and competitors demand we change: Customers want trusted advisors, not vendors Many competitors fill that role We need to sell more to Lines of Business Execs-they have the money and drive most new IT acquisitions LOB Execs buy solutions to their business problems, not technology ;Buyers tell me our services cost too much and they couldn’t cost justify them.” They wouldn’t let me in at the right level.” The consultant didn’t do a good job.” I lose control of our prospects at the end of the sell cycle.” We got in too late.” The