To be Proactive you must address potential problems and create solutions before the issue comes to pass so that you are better prepared to deal with it.
Being Reactive means that after a problem occurs you must quickly find a solution.
What’s your Price, Price Increases, Your Competition price is cheaper
Determine if the customer is a PDC (Price Dependent Customer)
PDC’s only focus is on finding the lowest possible price for the product. They are less concerned with the product quality or service provided by the company.
Price will be an important factor for any potential customer, it’s pertinent to to gauge their interest in other areas: product availability, service, product quality, delivery time etc..
Helping to Sell, not Selling
Customers both big and small appreciate a sales representative that takes the time to help their sales staff learn how to better sell our products. By helping facilitate customer sales training you develop a deeper more genuine connection with the company and its ownership.
Helping them helps yourself, the more time you put in to guide the customer’s sales team, the more they are able to sell and the more they’ll order from us.
How to have a different Sales conversation
Changing the direction of a sales conversation can help to uncover hidden pain points that may not have been originally discussed.
Move from a focus on OUR price, supply, lead time etc. and focus on asking questions to uncover THEIR pain points.
