| We make financial software for medium-sized companies. Competition is strong, not necessarily price competition, because in our sector, quality, reliability and service are far more important factors. We use a sales technique that's called "relationship selling". In other words, we spend a lot of time getting to know each prospect's individual needs, their business processes, their strategic aims, and um. Also the issues and constraints they face. The idea is that the customer sees us as a partner, someone who's going to work with them and help them find the best solution for their business. Working this way, there are times when I have to freely admit to people that our products may not be best suited to their particular needs, but to be honest I'd much prefer to be doing that than using some hard-sell technique to push something I don't really believe in myself, you know. Thank you, Sarah. |
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