Keith took part in a course conducted by Solutions Selling Inc., in early 2007, although has practised this since early in his career.
Solutions Selling means:
Fully understand each customerís critical business issues, their causes and effects
Identify the real influencers in the decision process quickly.
Identify customer buying procedures and protocols early in the sales cycle.
Accurately predict the timing for closing of the sale.
Minimize discounts and protect margins at closing.
This process takes considerably longer in the Public Sector, and is not recognised by a number of companies who wish to enter this market.
It takes time to develop the relationships and build trust. Buyers in Public Sector may spend a few Pounds on trivial items without too much effort, but larger amounts are subject to a legal minefield. Keith is experienced in this!
International Business Development Professional