Converting wants to needs

A state arises, as I conceive, out of the needs of mankind; no one is self-sufficing, but all of us have many wants.”

Great salespeople have the ability to convert a customer’s wants into genuine needs.

When evaluating new OSS products for a CSP, great OSS consultants are able to make connections that the CSP didn’t even realise existed, thus taking the customer from a set of wants or requirements to the tangible business needs / benefits.

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