Any time I hear the phrase "Consultative Seller" I know I'm not talking to the person running the sale.
Consultative Seller = Order taker.
******: **** ******* *** ***** **** an ******** **********:**-******* *********** *** “****” *** ******* “Common”
************ ****** = ***** *****..* ***** this ** **** **************. * **** an ***** ***** ** ******* *** actually **** *******, **** ***** ** enter ***** **** ***** ****** *** process **.
*** ******/******* *****, "**********" ** ********* part ** ***** *******, ******* ******** solve * ******* **** **** ******* offering (** ***** ** * ***). Free ******* **** *** **** ** be ******* ** *** ** ********* with.
** ******** **** (***** ***, *** I ***** ***** ********) *** ***** complex ***** ** "**** *******" ***** talks ***** *** ******* ******* ********** may **** *** * ***** ****, but *** ** **** *** *** a ****** *** ** * ************* buyer **** *** *** ** **** with *** **** **** ****. * great ******* ** *** **** ** that ** ****** **** *** ******** be "*******", *** ** ** **** subtle, *** ***** "*******" ** **** step ** ***** *****, ***** * lot ** ****** ******** **** ** well.
**** *******:* ***** **-****** **** ******* **** Summary *** ***********
******* ******* ********** *** **** *** a ***** ****, *** *** ** turn *** *** * ****** *** is * ************* ***** **** *** has ** **** **** *** **** than ****
****** *** *******! * ***** *** key ******* ** "**** **** ****" which ***** ***** ** ** *** why *** *** ***** ********* ******* more ** *** ******** ***** *** in ******** ***** ***** **** *** are **, *** *** ****** ** (e.g., ******* ****). **** ** **** wanted ** ******* **** ********, ***** it's ** **** ** ****** ** others **** ***** ****, **** ****** would ** *** **** *********.
* ***** ****** *** ******* ******* training ***** ************* ** *** *** of ******* ****** ********* **** ** the ****** ** ******** *** *** to ***** ********** ** ******* ******* facility **********. **** ** ***** ** selling ******** *********/**********, ************ ******* ****** go **** ******** * ******** **** not **** ***** ********* ********* *** also ********* *** ******** ********* *** the ******** ******* ***** ** *** client.
** *** ***** ** ***** ********, do ** ********** ********* *** *********** principles ** ******** *** *** ********? Can *** ******* *********** ****** ** substantive *********** ***** *** ******'* ********** objectives? ****: **'* ****** **** ***** acquiring *** *********; **'* ***** ********** risk.
****** ******* ** ***** * ********** solution, ** *********** ***** ** ******* about *** ******** ** *** ******'* recent ****** ***********? *** **** ********** in ******** ********** **** ********-******** ********** to ******** *** ******'* ************* ** identified ****** *******?
********** ** ****** ******** *********, **'* evident **** **** ********** ****** *********** losses ******* ****** ******** ******** ** place. ** ******** *****, *** ********* technology ***** ** ******* ********; *********, it **** ******* ********* *** ** the ******* **** ** ********* ***** how *** ********** *** ** ********* to ******* ******** ***, ** **** tragic *********, ****** *****.
************* **** "******** ***** *************" ***** reveal * **** ** ***** ** fundamental ******** ******** **** *** * Ds (*****, ******, ******), *** ***** Risk ******* ** ****** ********* "**** practices” **** **** ** ******** ********* for ******* ** **** * ******** of ****.
* ********* ********* ********* ******** *********** to ****** ***** *********** ********** *** critical **** ** ********** ****** ******* daily *****. **** **** ** ***** at *********** "**** **" *********, *********** technology **** *** *******'* ********* ********* Plans (***), *** ********* ** ****** Threat-Specific ******* ** *********** ******* ********* risks.**** ** **** **** ********* ** educate ***** *********** ** ******** ******, we *** ** ******* **** *** importance ** ***** **** ** ****** this ********…
"**** *** ******** ******** * ** proposing ******* ******* ******** ************ **** in ***** ** *** ********* ************ and *** ******** *************? “
*********** ******** ******** **** *** * Ds (*****, ******, ******)
*** **********, *'** ****** ***** ** the*** ** ******** *** ***** **** Formula - **** ***** ***** ******* Detect *** ******.
***** = ****** ******, ***** *****, two-way **** ****, ***.
*** ***** ******** ****** ******* ** gives *** **** **** - *** can ********* **** ********* *** **** for *** *** * **********.
* ***** ***** ***** ** ********** part ** ******.
*** ******* ** ******** ** ***** can ******* ** * *'* * D's ** * *'* ********* ** which *********** *** ***. ** *** are ****** ** ****** ** **** model ******** ** ********* ******** ************, it ******** * ***** **** ** detailed *********** *** ******** ******** ******** however **** ** *** ** *****. In *** *********** **** * ******, who ** ******* ** ****** * more ********* ********, *** *********** ** the **** ******* ** * ***** place ** *****:
* = ****
* = ******
* = *************
* = ******
* = *************** (******, ******* *** Technology)
**, **** ** *** ***** ** my ******** ** *** ******* ****, how **** ******** *********** *** ******** being ******** ** **** * ********** with ***** ****** ***** **** ********** then, **** *** ******** ******** ********* that **** ****** ******* *** ******** assets ** *** ******.
*** ***, ** **** ******** ******* installation ** * ******** **** **** yours. **** ****** ** *** *** need.
******** * - *** ***** *********
**** ******** - ********* *******.
* = ********* - "*** ***** of ***** *********** *** *********, ********** by ***"
* = ******* - "********* **** follows ** * ****** ** ***********"
* = ********** - "******* ** exercise *** **** **** * ********** prudent ****** ***** ******** ** **** circumstances"
* = ************** - "***** **** as *** ** ********** ***********"
** = **** ******** - "* procedure **** *** **** ***** ** research *** ********** ** ******* ******* results *** **** ** *********** ** proposed ** * ******** ******** *** widespread ********"
***** ******** ******** - ********** $*** Million
******** - ********** $*** *******
*** ***** - ********** $*** *******
*******
****** - ***** ** *******
****** - ***** * *******
***** ** ****** - ******* ** Protect
*** ***** ***, *** ********* ********** with ******** ********* **** ****** ********* events *** ********* ***-********. ***** **'* not **** * *** **** ** is *** ***** * ***** **** be *******.
*'* ** *****, *** * ******* that **** ******** ** *** ***** in ***** *** *** ********** ***** contributor ** ****** ********* ** * consultative ******. * *** ****** ** a ******* ******* *** **** **** a ******* ** ****** **** **** a ********* ******** *** ** ******** support ******** *** ******* *** **** comms *** ***** *** ******.
** * ***** **** ********** ** an ********* ********, *** ***** *'* provide ***** ** ***** *** **** levels ** ** ****** ********* ******** - ***********.
****’* * ******** *** *** *** consultative *******.
** ******* ****** **** ********* ***** thing ** ****** ******* *** ****: “Hey ** *** ***** ** ***** a ** *** * $*.* ******* dollar ***** *** [****** ***** ************ you ***’* ****]. ** **** ******** the ******** *** **** **** ***** to ****.”
**** *** *** ***** ** **?
*** * ***’* **** ********* *** can’t ******** *** **. * **** that *** **** **** *** **** want ******. ** *** **** ***** Eye *** **** **** *******.
**** ** *** **?
* ** ********. * ***** ** know ****, ***********, ** **** ********, they **** ****** ***'* **** *** person **** *** ******* ** ***; they *** **** ***** ** ** meet **** ************ *********** *** * number ** ****.
*** * ****** *** *** ****** a ******* *****?
**, ***’* ****** **** ***: “**** is **** * ****. *’* ***** to **** *** *** **** ******** solution **** ***.”
** **** ************** ** **** **** what **** **** ** ** **** everything *** ******* *** **** **** it’s *** ******** **** **** ***** needs?
* **** **** *** **** **** and **** **** ******....
** ** **** ********** *** *******
***** **** *** ****** *** ** structurally *****, *** ***** ** **** integrators ****** **** **** ** ****, I ******* **** ***** ** **** the ******'* ******** ******* **********.
** *** **** ***** *** *** they **** *******.
**** ***** ** *** **** *********** case *****, ***** **** *** **** "cloud", ***** *** ** * *** more **** ************ **** *******. * think * ************ ****** ***** **** those ***** ***** ***** ******* *** your **** ****** ***** ***** *** do ******** **** **** ** ********** the *****.
****, ** ******* ******* *** ******** at *********** *** ************ ********. ** the **** ** ****** * ***** compare **** ********* ** ** ***. The ***** ****** ** ******* ******* was ****** ** ***** *** **** training ***********, ******** ***** ********* ** important, ******** ********* ** **** *********, how ** ***** *** ********** (******** basics) **** *********. * ******* *** sales ************ *** *** **** * meaningful ************ ***** **** ********** ******* a ***** ** ********** ** ******* to * ***** ** ******.
**, ***’* ****** **** ***: “**** is **** * ****. *’* ***** to **** *** *** **** ******** solution **** ***.”
**'* **** ** **** *** ********* when **** ******** ** ** ******* unserious
**, **** * **** ***** ******** security ******* ******** ******* **** ********** the ***** ********* ** ****** ******** customers ** ** ******** ******** **** did *** ******* ** ** *********.
***** **** *** *******? * ********* it. **** ******* ******** ** ********* in ********** ******** *** *********.
** *** *** ***** ****, * would **** ** ******* ***** ** a ********** ******* *** ************** ** a **** ********** *** * ************ sales ****** ** ***** ** ********* should ****** ** *****.
***, ** **** ** ***** *** lawyers, ***** **** ** ********.
**** ********** *** ***** ********* ** notifyexisting ********* of an existing offering they did not support to go elsewhere.
*********, ***-*** ******** *** ****** ** found. **** ** *** * ******* of *** ************* ** **** ********.
***** **** *** *******? * ********* it. **** ******* ******** ** ********* in ********** ******** *** *********.
*** ******** * ****** ********* *** proposed ** *** (***) ** ******** that *** ****** *** ******** **** imagined ******* *** **** ***** ***** take *** ***** *** *** - instead ** ********** **** **** ***** better -** ******* -********* (**** **** carry).
** *** **** ** ******* *** the ****.
**** * **** ******* ****** ** End **** *. *** **** * said: "* ***** ****** ** *** from *********** #*."
****, **'** **** *** *** *** a *****.
**** *********** #*. "*** ***, *'* with *******. ** *** ***** ** close **** ****. **'** ** *** 1 **** ****. **** *** **** like ****** **** ***. *** *** interested ** ****** ******* ****?"
***** *** **** *** ******* ** this ********.
**** *** *** **.
*** **** *** ***** ******** *********** have ***** * *** ** ******* and **** ****** **** ** *** no.
**** **********, *** ** ** ******** ********* from * ******** **********.
"**** **** **** *** *****, * been ****' ******** *** ** *****. I ***'* **** ******' '**** ** damn ******* **** ***** ***** *** my ******, ** * ***** **** sold ** ** ******. ***'** ****** full ** **, ** *** ***'* know ****my customer actually needs. I ain't agreeing to--"
*** * **** ** ** ***.
** **** **** *** ****** **** through * **** ********** *******. *** yeah, **** ******** ** ***** ***** with ******* ** **** ***.
**'** **** ******* **** ******, *** repeating ** *** ******. *** **** it; *** *** *** **** ****. The ********** ***** **; **** **** to ** ***** *** **** ***** to ****. **** **** **** ** factor ** *** ****-**** ***** ** selling ********* **** *** ** *** for *** ******** ****-****.
**** ** * ***** *** ** get ******** ** * **** ** the ******! ** ***** *** **** cheapest *****. ***** *** ******* ** these (*) *****, ******... ****... ***** word ** (*) ****** ****?
Ask questions and get answers to your physical security questions from IPVM team members and fellow subscribers.
* **** **** *** *** ********** as **'* ** *********** ***********.
*** *** ** **** ******* ***?
* ** ***** **** **** ** overcoming ***** ********* *** ********** *** sales ** ***** *** **** ***** though **'* *************** ************ *** ********** cross *** **** *********.
***** ******* - **** ***** ****** when *** *** *********** ******* ********* in *** *** ****** **** **** to *** **** **** ****. ** repeat ***** ***** *** ***** *** easily ** *********, "************" ** ******.
******* **** ****** **** ** *** thanks!