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How Are You Selling the Business Value of a Solution?

In his latest blog, Paul Boucherle asks readers to share ideas on how they sell business value to their customers and prospects.

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When people ask me what I do, I sometimes tell them that I “sell time” for a living. This usually sparks an interesting conversation regarding some of the services I offer.

In reality, I do strive to save my clients time by looking at the big picture first to see if there are better, faster ways to run their business or solve a security problem.

How do you change the dialogue with your customers and prospects to sell business value and not products?

Article Topics
Blogs · Selling Systems · Value-Added Security · All Topics

About the Author
Paul Boucherle
Paul C. Boucherle, Certified Protection Professional (CPP) and Certified Sherpa Coach (CSC), is Security Sales & Integration’s “Convergence Channel” columnist. A principal of Matterhorn Consulting, he has more than 30 years of diverse security and safety industry experience including UL central station operations, risk-vulnerability assessments, strategic security program design and management of industry convergence challenges. Boucherle has successfully guided top-tier companies in achieving enhanced ROI resulting from improved sales and operational management techniques. He is a charismatic speaker and educator on a wide range of critical topics relating to the security industry of today and an accomplished corporate strategist and marketer whose vision and expertise in business performance have driven notable enterprise growth in the security industry sector.
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Selling Systems, Value-Added Security