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Wednesday, 08 October 2008
 
 

Solutions Provider VS Transaction Vendor - Which Are You?

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Solutions Provider VS Transaction Vendor - Which Are You?

We often speak about meeting clients needs. What often separates winning presenters from the rest is (1) a better understanding that clients have many needs that cluster around the one that first triggered the sales call, and (2) a presentation that demonstrates leadership: the ability to address the big picture and provide a comprehensive and long-term solution, rather than simply putting out the fire as a transaction vendor. A winning presentation demonstrates your grasp of the immediate problem and its context, how does it fit into the company's bigger picture, given its mission, vision and ...
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