VARBusiness: Consultative Selling Techniques -- How To Pitch a Linux SaleAug 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. ...
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