Whose Business are you selling to?

Mike Fleetwood
Sales Manager

In today’s challenging economy, the rules have not changed in how business should be sold, but it has become more critical. Now more than ever, businesses are cutting back on unnecessary costs. The growth, development and competitive intelligence in today’s business strategies are often being replaced with competing to stay alive in this challenging market. This change to essential business strategy also changes the way the customers buy their business applications, hardware and services.

Salesmen in their accounts must help businesses reduce the costs of doing business while improving their systems that support them. With that said, it is important to always focus on what will make their business successful. When interviewing clients you must listen about their business operations, their customers, their plans for the future growth, where their money comes from, their competition and what keeps them awake at night. This information should help you devise a plan that will make them successful as well as yourself.

Key information such as a “Total Cost of Ownership” report and a “Return on Investment” calculator should be a part of the sales process today and into the future. When you present solutions that reduce energy consumption, regulatory pressures, maintenance expenses, and downtime to your clients, you show an understanding of the threats that can harm them. When a client understands and trusts that your efforts are to help them survive these tough times, your relationship will transcend to a partnership based in business. You will never accomplish that level of trust and understanding with the client promoting your best product. Because after all that is selling to your business needs not theirs.

Please feel free to contact us if we can help you achieve your business goals.