Thoughtful Thursdays – Try a different approach
Have you ever been encouraged by the willingness to work with you at the plant level only to be stymied by a corporate?
A scenario that is not uncommon these days. Corporate purchasing negotiates supplier agreements that cover multiple plants with volume price benefits. From time to time the deal is not as good at the end user level as it is on the corporate point of view.
Even with the same equipment and raw materials, not all process react in the same manner in different locations. At the plant level, staff are encouraged to work with what corporate has arranged in order to maintain material costs. It all makes sense, or so it seems.
The professional sales person maintains contact at all levels and discovers that the plant would like to work on a solution while corporate says that they are tied into a long term agreement. The opportunity exists, the road to access it is blocked. A change in approach is often the solution.
There is another sale that comes into play. the internal one. The sales person must help the plant sell the need to corporate. The sales person becomes the integrator between operations and purchasing. You may be surprised to find out that purchasing may not be aware of any issues.
Before you being making any suggestions there may be an internal communications situation, be absolutely sure all parties are onside with your proposed approach. If your relationships are not solid, work on building them first. This is a benefit of calling in depth. Build relationships at all levels and establish confidence in your abilities.
Increase your value by trying a consultative sales approach rather than the traditional sales approach. Don`t just sell, help.
Good selling,
Richard
Have a question about sales? Contact me and I will respond.
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