Download or read book TSS Whiteboard Selling written by Neil Thubron and published by . This book was released on 2018-03-25 with total page 56 pages. Available in PDF, EPUB and Kindle. Book excerpt: In services sales building up Value with a client before discussing your Price is key to a consultative sales approach and the Whiteboardmethodology gives you the framework to do this.Written for members of the TSS Business Partner community or anyone interested in learning more about the Whiteboard approach, this book breaks down how the technique works and the theory behind it.After reading this book you will have the tools needed to:- Uncover your client's main goal, motivations and challenges- Understand the impact their current issues are having on the business- Build up a solution that links the client wants and needs- Demonstrate the value of the solution in real terms to close the sale- Whiteboard selling is a different and engaging way to work with clients.