Six Step Selling Cycle
One of the keys to being the team behind your team is that we have trained our own team on critical aspects of our customers’ businesses. In this industry we are primarily selling on a sales cycle. While this may not apply in consumer selling, it is a fact that in business-to-business selling, there is a cycle.
Understanding this model is the foundation of Westcon ability to effectively support its resellers’ teams. It provides a common language as we address strategies for helping resellers be more effective and focus on what they do best while we define how Westcon Group can fill in the rest.
Here is Westcon Group’s Six Step End User Selling Cycle. It is based on a resellers’ business and the customers they sell to! And it forms the foundation of Westcon’s philosophy, conversation, discovery and delivery.
