Sales Quiz: Is Solution Selling Effective?

Last Updated Jun 17, 2010 2:35 PM EDT

SCENARIO: You're calling on a prospect that's been experiencing a series of problems for several years. They've tried several times to fix those problems but have not been successful. Your sales manager says that you should take a solution selling approach: 1) identify their pain and 2) alleviate that pain with a customized solution.

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