Are you selling your service or delivering a solution?

How many times have we seen a seller show up on our doorstep and start selling? In the words of one colleague they “show up and throw up”. This often happens
with new reps as they are typically taught all about presenting but not a lot about exploring the buyer’s situation. And sometimes it is in response to the buyer who says “Show me what you’ve

Yet this is where so many go …

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