Getting Beyond the Buyer!

Written by Steve Waterhouse


Continued from page 1

2. Muddyrepparttar waters

Another approach to getting beyondrepparttar 139412 buyer is to create a buying opportunity that requires authorization that they do not have. For example,repparttar 139413 buyer may be authorized to purchase individual parts but not pre-assembled sub assemblies. By presenting a compelling case forrepparttar 139414 purchase of pre-assembled sub assemblies, you create a situation that requiresrepparttar 139415 buyer to put you in touch with other decision-makers inrepparttar 139416 organization. You also may create a perfect excuse for going aroundrepparttar 139417 buyer. Sincerepparttar 139418 buyer only buys parts, you must make other contacts to sell your assemblies.

This approach is ideal for companies who are combining several divisions with a Team Selling approach. Complex multi-divisional offerings usually look more like partnerships than purchases. For that reason, they must be addressed to higher level decision makers.

What's in it for you?

1. In a market where me-too products are subject to fierce price pressures, differentiation will allow you to stand out fromrepparttar 139419 crowd. As such, you will have an opportunity to sell your value and gain both margin and market share.

2. Ifrepparttar 139420 competition continues to sell torepparttar 139421 buyer and you sell torepparttar 139422 higher level decision makers, you win. Higher level decision makers always trump buyers.

3. Complex sales result in unique, longer-term relationships and contracts. These higher margin deals lock outrepparttar 139423 competition.

4. Higher level relationships lead to broader opportunities and deals. When you are seen as a problem-solving resource, you will be given other opportunities to serverepparttar 139424 client. What more could you ask for?

Try these techniques on a tough client this week. You'll be amazed at how well they work!

For a free copy of "How to Leave a Voice Mail That Gets Results", please email article16@waterhousegroup.com and ask for article #16.

Stephen Waterhouse is Principal and Founder of Waterhouse Group. They specialize in helping companies increase their sales and profits. He can be reached at 1-800-57-LEARN or steve@waterhousegroup.com.

Re-Print Permission This article may be reprinted in it's entirety ifrepparttar 139425 following conditions are met:

The complete tag withrepparttar 139426 author's name and contact information is included immediately afterrepparttar 139427 article. A copy ofrepparttar 139428 printed article is mailed torepparttar 139429 author at 1467 Walnut Creek Drive, Orange Park, FL 32003 within 30 days of publication. The article is presented in a positive light as part of an appropriate business related publication.

Stephen Waterhouse is Principal and Founder of Waterhouse Group. They specialize in helping companies increase their sales and profits.


Assume the Best

Written by Steve Waterhouse


Continued from page 1

It's a simple message with a powerful result. When we assume others are doingrepparttar best they can do, we automatically switch from blaming to helping. We offer assistance instead of criticism and suggestions instead of sarcasm. Even in those situations whererepparttar 139411 person is not doing there best, isn't this a better way to buildrepparttar 139412 rapport needed to guide them to improve?

The sales department is often powerless to changerepparttar 139413 company. Given that reality, doesn't it make sense for us to try Robert's advice? Assume those around you are already doing their best and watchrepparttar 139414 difference it makes.

For a free copy of "10 Ways to Keep Your Sale Team Motivated", email article5@waterhousegroup.com and ask for article #5.

Stephen Waterhouse is Principal and Founder of Waterhouse Group. They specialize in helping companies increase their sales and profits. He can be reached at 1-800-57-LEARN or steve@waterhousegroup.com.

Re-Print Permission This article may be reprinted in it's entirety ifrepparttar 139415 following conditions are met:

The complete tag withrepparttar 139416 author's name and contact information is included immediately afterrepparttar 139417 article. A copy ofrepparttar 139418 printed article is mailed torepparttar 139419 author at 1467 Walnut Creek Drive, Orange Park, FL 32003 within 30 days of publication. The article is presented in a positive light as part of an appropriate business related publication.

Stephen Waterhouse is Principal and Founder of Waterhouse Group. They specialize in helping companies increase their sales and profits.


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