DISQUS

Returning?

Login

Website
http://www.changeforge.com/
Original page
http://www.changeforge.com/2008/08/22/what-you-missed-sales-advice-from-the-it-guy/
Subscribe
All Comments
Community
Top Commenters
- Web Design
  4 comments · 1 points
- Sean Dent
  7 comments · 1 points
- ChangeForge | Ken Stewart
  220 comments · 18 points
- Strong One
  42 comments · 1 points
- maxrosenthal
  21 comments · 2 points
Popular Threads
- Does The Frame Make It Art?
  4 days ago · 2 comments
- Do You Keep The Pace Or Turn It Into A Race?
  4 weeks ago · 2 comments
- 5 Ingredients to Your MPS Recipe.
  3 weeks ago · 1 comment

ChangeForge: What You Missed: Sales Advice From the “IT Guy”.

GregWalters · 1 year ago

Amen!

The Interview.

Period.

What I love about stating that the interview is the most important tool in the MPS shed is - MY COMPETITION WILL NOT LISTEN, DOES NOT BELIEVE AND WILL LEAD WITH A VOLUME ASSESSMENT.

And even more delicious, if my "competition" decides to use my Talk Track - they will fall on their face because they see it as a tactic leading to a close - NOT a device to attract their Prospect by solving problems....business problems...

Business Acumen.

Amen.
jlpitney · 1 year ago

Great article! And I agree that the interview process should be a place to learn and understand. This is how you can then go back and offer a real solution, particularly if security is part of the equation.