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VARBusiness: Consultative Selling Techniques -- How To Pitch a Linux Sale

Aug 16, 1999, 20:06 (0 Talkback[s])
(Other stories by Tom Adelstein)

"Now that Linux has 'arrived,' how can you sell it?

Try consultative selling techniques. A consultative salesperson facilitates the decision-making process regarding the promise to deliver goods and services under specified conditions. Following are the stages of consultative selling. ...

1. Gain rapport. ...
2. Determine outcomes. ...
3. Perform a conditional close. ...
4. Make your formal presentation. ...
5. Close. ...
6. Document. ...
7. Do a reclose. ...

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