Duane Sword Product Quotations

As a way to build relationships, trust and credibility with customers, if you talk about problems and how to solve them as opposed to products and what they can do, people are a lot more attentive to that. The best thing you can hope to aspire to in test and measurement when you are in the trenches enabling other people to succeed, is to be a trusted advisor.

More often than not when we go into a customer environment, they aren't just asking what can our product do or for a quote, a price and a demo. They are asking for some degree of impartiality on how to solve their problems.