The Art of Consultative Selling in IT: Taking Blue Ocean Strategy a Step Ahead (by Venkatesh Upadrista)


Author(s): Venkatesh Upadrista

Publisher: Productivity Press
Publish date: 2015-02-17
ISBN-10: 1498707718
ISBN-13: 9781498707718
Language: English
Description:
If IT companies seek to differentiate themselves from the
competition, they must turn to consultative selling. Consultative
selling is analyzing the needs and challenges of your customers
and selling unique services that enable your customers to reduce
costs, increase profits, and improve overall business
performance. The Art of Consultative Selling in IT
provides a practical framework for becoming a successful
consultative seller and shows how to use the blue ocean strategy
to identify opportunities in areas where there is no competition.
The first section discusses the advantages of consultative
selling and explores the… more…

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