Consultative Selling for Complex Projects
With the recent rise of PSIM projects that encompass both physical security and more importantly business continuity and operational aspects, system integrators and some security consultants are going head-to-head with business consultants.
Some of these consultants are more familiar with managing large projects covering many needs and stakeholders. For those more accustomed to selling IP video as a point product, it’s a fundamental shift. In this podcast interview with SDM Editor Laura Stepanek, NICE’s Dr. Bob Banerjee explains what makes PSIM projects so complex. He also highlights the fundamental differences between selling products and selling solutions (feature-based vs. needs-based selling), and discusses how to be successful with consultative selling.Click here to access this podcast (scroll down to the second podcast on the list – “Consultative Selling for Complex Projects.”)