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Even if price and technical characteristics will typically be somewhere in the list of things that the customer wants to evaluate, it’s up to you to open up the discussion to talk value, not price or features. Your marketing department may be able to help you with industry sector information and relevant case studies, but if they don’t have them, you’ll have to get them yourself. Check out a few suitable keywords in a good search engine on the Internet – you’ll be amazed at how much information is immediately available to you.

How can you do even better than this? Turning a simple purchasing Sign Maker Guys a strategic discussion that lets you position yourself as the only provider who can really deliver is good. Even better is to be in at the start when top management is having their initial discussion, before the requirement filters down to the purchasing department.

To be included at this stage of their process, you need to have developed a relationship with them such that you are trusted and that your advice is welcomed. Having become this ‘go to guy’ (whether you’re a man or a woman), puts you in a great position for them to naturally turn to you for input about how best to get things done when a situation arises. As a high sales earner, your aim is be accepted by your customers as one of the family, a person who can be relied on to bring sound solutions and value, and who also saves the customer from the time and effort of having to contact any other provider.

It’s also important to note that while I’m saying that you need to target the strategic decision-makers, you still need to cover all the bases. The person who coordinates getting the order signed for you still needs the right amount of attention from you. Anyone you contact within the customer’s organization should get the same positive attitude and respect from you also.

Published at: Recent Health Articleshttp://recenthealtharticles.org

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