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What do customers really want?

Question asked by Jay Erikson Employee on Jun 13, 2013
Latest reply on Jun 23, 2013 by Ken Wood

Do customers really value consultative selling where the customer and salesperson work together to mutually diagnose the problem before the salesperson prescribes a solution? According to Scott Edinger in "Would Customers Pay for Your Sales Calls?" successful salespeople will create value by helping customers:


  • See issues they hadn't considered
  • Examine issues they thought were benign, but aren't
  • See opportunities they'd missed
  • Address problems with solutions they hadn't considered
  • Connect with additional support resources


Do any customers in the HDS Community want to share their perspective on the question or the linked article?