Page 22 - BOSC-P Vodafone
P. 22

What happens when you sell a solution?














                                             •   Knows issue and
                                                 desired outcome                                                      Risk

                    SOLUTION                 •   Wants to hear about                                                 Price
                                                 multiple alternatives
                                             •   Is prepared for a                                                 Solution

                                                 complex decision                                                    Need
   17   18   19   20   21   22   23   24   25   26   27