Quote:
Originally Posted by Mr. Steinway
Neck, I understand the data communications business because my wife is area manager of a corporation that distributes infrastructure materials in this field. She can be seen at BICSI which gives RCDD credentials as you are aware.
Being prepared and professional is absolutely important, but....... all things being equal, they will buy from someone that they like. All things NOT being equal, they will still buy from someone that they like! Companies (and people) buy on relationship!
It's not whether you do or do not use notes....it's how effective your message is. If people start leaving in droves, then your effectiveness needs to go under the microscope. Ineffectiveness COULD be because of unpreparedness, but it could also be the delivery or how people look at you. Are you friendly? Do people think that you REALLY care about them?
It's all about relationship!  |
I have brought in 50 customers into a company that until 2008 had no customers in Milwaukee.
Customers do buy on relationship once they know you.
But if you are competing for new business put out to bid.
I have seen several large deals go sour from ATT towards our organiztion.
All of this knowing that the customer IT Manager or Telecome manager had a great realtionship with someone at ATT.
I do not target the teleocom manager or the It manager.
I sell at the C-Level.
They do not care about the presentation and the understanding you have of their business.
The deals that were won left the relationship partners stunned.
We won because we had a better design, plan and understanding.
The onging relationship is then built during the implementation phase.
As is the install we have going on with the largest school district in WI.
How did we win it?
It was not on price...
Now when you have relationship, customer care and give the customer ongoing knowledge of their systems.
They will never leave you.
As my customer have follow me from SBC-Verizon Businss and now to my current company...
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