#152 Changing a Commodity Sale to a Solution Sale

One of the most difficult but also most rewarding parts of solutions selling is unearthing your customers’ exact needs and problems. I say it is quite difficult because sometimes even our customers don’t know what they want or what solution they’re looking for. We often have a hard time then articulating the value of our solution to them because we haven’t collected enough information from our customers to make it relevant for them. This is why in today’s episode; we have an expert presenter with us to take us through how he communicates with his customers and what better way we can use to ask questions.

Doc Ballje is a Subject Matter Expert and Solutions Architect in the printing industry. He is highly experienced with PaperCut as well as other print management, copier solutions, and Data Collection Agents having worked for over 20 years.

shownotes: https://wethesalesengineers.com/show152