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| #22 | |
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Although I am more then happy to provide them with literature that they can then pass onto their customers they would often rather not have to go through the "effort". I put forward to them they they can use our product as a second option of sale that they can sell for a higher price and in return earn a higher profit for the exact same amount of work. They generally like the idea but still no orders[/quote]
Is it possible that they say "no" to an otherwise good idea because they doubt their ability to sell your product successfully to their customers (and gain the benefits of your product -- higher price/higher profit.)? It sounds like your customers are your sales force, selling to their customers. That's the sale that gets you "orders." If you want them to sell for you, you have to make them confident they can do it -- and handing out literature won't get it done. ps. Search this site for Jaques Werth and look up "High Probability Selling." It might be really helpful -- especially the qualifying part. Tom |
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| #23 | ||
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no rapport
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I get them to think of me as a friend. And as a scrupulosly (sp) honest guy who will treat them fairly. Now this requires that you BE honest and TREAT your customers fairly. But a personal relationship cannot but help your sales. Guy, product knowledge and belief in your product will get you further than anything else. pat |
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