Page 64 - CSSW 1.3

Why Position Services Early?

Positioning services early in your Attempting to sell services after

sales engagement can help your taking the product order can:
customer identify • Make it difficult to introduce the

• The technology they need to value of services at a later point.

achieve their business goals • Add administrative and logistics

• How to operationally address the overhead to your operations.
adoption of that technology • Lose you the opportunity for a

• Budget expectations before they recurring revenue stream

determine their spending.

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