Page 32 - How to Sell Cloud Services for Resellers - Virtual
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Our Challenge is to Identify the Challenges
1. Two Potential Areas of Focus:
a. Business – what does this mean to business?
b. Personal – what does this mean to the individual?
2. Magic Words:
a. “Implications”
b. “Effects”
c. “Consequences”
d. “Impact”
3. Ask 3 compounding questions to build leverage
• Stick to one buying motivator for all 3 questions
4. Focus on positive implications (upside value) in 3 more questions
Apply this methodology when exploring Cloud opportunities.
