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

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“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. …

Complete
Story

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