How can you change the nature of your conversation with your customers to successfully sell HP products?

Question

Options

• ADemonstrate the financial and IT value that customers will obtain from HP
• BDemonstrate the longer product lifecycle and finance options
• CBase your conversation on price.
• DBase your conversation around Big Deals.

• A
  79% (11)
• B
  7% (1)
• D
  14% (2)

Explanation

Option A is correct because effective HP sales conversations should shift from product features to business outcomes - specifically the financial savings and IT efficiency gains customers will realize, which builds a compelling value proposition that resonates with decision-makers.

Why the distractors are wrong:

• B (longer lifecycle/finance options) is too narrow - these are supporting details, not a complete conversation strategy, and don't address the customer's full value picture.
• C (base on price) is the opposite of good consultative selling; competing on price commoditizes the product and undermines HP's differentiation.
• D (Big Deals) is a sales target category, not a customer conversation approach - it's internally focused rather than customer-value focused.

Memory tip: Think "FIT" - Financial value + IT value = the right conversation Type. Customers care about ROI and operational improvement, so anchor every HP conversation to those two pillars.

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