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My title is Internet Solutions Consultant. That's the title AT&T gave me. Now what that really means is quite a different thing. It portrays the right thing to the customer because we're coming in to consult about how to use the Internet, how to benefit from the Internet. And so what I actually do is consultative selling, which means we're not selling a product to the customer. We're not going in and asking him if he wants this widget or that widget, but we're saying, "Tell us about your business concern." And we look to uncover different areas of concern with the customer. Once we've identified something that they can benefit from then we bring in all the resources available to us.
So it's not one single product, but it might be a batch of solutions so that we can address an area of concern we've uncovered with the businessperson. So that's why it's consultative selling. It's not direct selling of a product --a little bit different.
Not all the solutions involve the Internet. What we're trying to achieve for a company (customer) is something along the lines of growing revenue, decreasing internal expenses, so it may relate to the Internet. It may relate to telecommunications in general, but it also might relate to office processes and how they handle things internally through their manufacturing, through their office.
So it can be a number of things not directly related to what we sell as a business, but that's part of the value of our relationship with the customer. I can leverage other knowledge and other factors to present them a solution that's going to solve what they are trying to solve.
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