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Learn six effective strategies PSA's Senior Sales Director Ben Shour uses to maintain adaptability and preparedness in consultative selling.

After 27 years in the physical security industry, I’ve seen a major shift in how security solutions are bought and sold. In the past, relying on a product’s brand name or project specifications was enough to close the deal; however, today’s success depends on understanding a client’s unique needs and recommending the best solutions to meet them – also known as consultative selling.

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