Selling Storage Networks The consultative approach
The Consultative Approach
• They are looking for solutions, not products
• They need relationships with their storage networking vendors
Your participation as a sales consultant is even more critical when the customer lacks in-house expertise:
If you represent a systems integrator, you are the primary point of contact for your team until the project enters the deployment phase.
If you represent a network storage OEM or ISV, you can win the customer’s trust by taking the initiative to help them identify and establish relationships with complementary vendors.