BUYcycle: The Best Kept Secrets of Amazingly Successful Salespeople by John Purner

Author:John Purner [Purner, John]
Language: eng
Format: mobi
Published: 2011-02-16T00:00:00+00:00

Account control is the biggest factor in BUYcycle success. It starts with that initial visit to the purchasing department.

Is this company open to new vendors?

Was it hard or easy to get an appointment with Purchasing? Once in their midst, were they encouraging and helpful or did the walls go up? Was the reception similar in the user department? Did they present a united front and was it open or closed? They can be neutral, encouraging or hostile and they can be united or separated. If both are cool to your presence, you better have a real good reason to believe that your efforts will be rewarded; a product feature on the level of “sliced bread” or “give-away” pricing will be required. If not, even though the facts say you win, the contract will say you lost.

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