Current Situation As an integral part of their move to new and larger facilities, Bartlett &...

Current Situation

As an integral part of their move to new and larger facilities, Bartlett & Associates want to replace their computers and information technology systems including laptop/desktop combinations for each of their 21 attorneys, desktop systems for their 10 staff members, along with archive and e-mail servers. Tech Solutions specializes in this type of systems selling and uses their network of hardware and software providers in combination with their own in-house engineering, programming, and systems group to consistently provide higher value solutions than the competition.

In preparation for an initial meeting with Gage Waits, the Tech Solutions sales representative is outlining his/her information needs and developing a draft set of needs discovery questions. These needs discovery questions will be the focus of the meeting with Gage Waits and enable Tech Solutions to better identify and confirm the actual needs, desires, and expectations of Bartlett & Associates in relation to new and expanded computer and information technology capabilities.

Questions

1. Following the ADAPT methodology for needs discovery questioning, develop a series of salesperson questions and anticipated buyer responses that might apply to this selling situation.

Solutions

Expert Solution

Rahul Sunny answered 1 year ago

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