All too often I hear from sales people that the buyer (under a tremendous amount of time pressure) forces the seller to "show me your solution".
We in sales are partly to blame. With all the "SOLUTION and CONSULTATIVE selling training, we are taught to sell "everything in the warehouse because that proves we "have the total package".
Especially in a highly commoditized market space like computers, networks, storage, security, etc., sellers must be prepared to ask the buyer to "slow down". Of course, you ask, "How?".
I do not make a practice of this, but I will give you the answer here:
http://www.knowledge-advantage.com/podcast/napkin/
ENJOY!
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