When it comes to selecting the right IT solution, you’ve probably noticed, the sales approach can vary greatly. According to a recent article in The VAR Guy by Charles Cooper, when it comes to sales, what separates legitimate solutions providers from the wannabees is whether they are broadly selling insights or simply selling a solution.
In this recent article, Terry Swanson, president and CEO of OneNeck talks about gaining insights and deep diving into a conversation to discover what customer’s really want and need, instead of making broad assumptions. Swanson is quoted as saying, “I like to see folks get more into what they are trying to accomplish and talk about the solution.”
Asking questions, listening to the responses and understanding one’s business can be a difference-maker. The question is: do you want an IT partner or to simply buy a product. Find out more.