Once you have identified a customer's need for a client virtualization solution, what is the next step to move the sale forward?

Question

Options

• AClose the sale, and plan the transition.
• BIdentify the ideal solution to address the customer's pain points.
• COffer various levels of customer care support.
• DLearn about the customer's IT strategies and plans.

• A
  6% (2)
• B
  88% (29)
• C
  3% (1)
• D
  3% (1)

Explanation

Once a customer's need for virtualization has been confirmed, the immediate next step is to identify the ideal solution that addresses their specific pain points (B) - you must match your offering to their problem before anything else can meaningfully progress. Closing the sale (A) is premature because you haven't yet determined which solution to sell, making it impossible to present a coherent proposal. Offering support tiers (C) comes much later in the sales cycle, after a solution has been selected and agreed upon. Learning about IT strategies (D) is something you should have done before identifying the need - it's part of discovery, not what follows it.

Memory tip: Think of the sales process as a funnel - Discover → Identify Need → Match Solution → Present/Close → Support. Option B is the natural next rung after need identification; everything else in the choices belongs on a different rung.

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