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Sales Comparison
Product Sale Solution Sale Architectural Sale
1. Opportunistic sale 1. Tactical sale 1. Strategic sale
2. Doesn’t consider needs
2. Addresses business 2. Aligned with business vision
of business problem
3. Features & Price 3. Business benefits and
3. Technological benefits & business impact
4. Doesn’t build loyalty or business value
trust
4. Builds customer loyalty & 4. Builds long-term recurring
5. Encourages discounting trust
6. No scope to upsell business
5. Helps maintain margin 5. Maintains margin
6. Easier to upsell / cross sell 6. Technology is the business
enabler
