What is a key concept for selling HP thin clients?

Question

Options

• ASell on the HP legacy of unparalleled quality rather than companng HP to its competitors.
• BBuild value in your services rather than on the product.
• CSometimes repurposing PCs is the best solution to get the customer into a client virilization
• DUse active listening to help you gain greater insight into your customer's challenges and to

• A
  7% (2)
• B
  4% (1)
• C
  89% (24)

Explanation

Repurposing existing PCs as a bridge into client virtualization is a legitimate and strategic sales approach for HP thin clients. Customers who are hesitant to invest immediately in new thin client hardware can be introduced to the benefits of virtual desktop infrastructure (VDI) through their current PCs first - once they experience the value of centralized management and virtualization, they become prime candidates to transition to dedicated HP thin clients.

Why the distractors are wrong:

• A is incorrect because effective sales requires addressing customer-specific needs and competitive comparisons, not just leaning on brand legacy.
• B is misleading - while services matter, HP thin clients have strong product-level value (lower TCO, security, manageability) that should be part of the pitch, not deprioritized.
• D is a general sales technique (active listening) that applies universally, not a concept specific to selling HP thin clients.

Memory tip: Think of it as the "try before you buy" principle - let the customer experience virtualization with what they already own (repurposed PCs), and they'll naturally see why dedicated thin clients are the better long-term solution. The path to thin clients often runs through existing hardware.

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