Written by William G. Handlos, P.E. In the past, salesmen were hunters who would pursue customers with cold calls, emails and office visits to help them understand how problems could be solved with product line offerings. They would qualify opportunities, perform a needs analysis and pitch their value proposition to the identified decision maker. After the pitch, a price proposal would be made and if the solution was perceived a fit – negotiations would ensue and the job would be won or lost. The salesman controlled the buying process. If you haven’t noticed, there is a significant shift occurring in the sales process. Now, the customer does internet research and is well into the decision process before we even get the chance to meet them. Information that they find on websites, blogs, digital industry trade publications, and discussion boards about the products we offer supplies them content they use to form opinions and make decisions to either contact you….or to move on and continue their search,… perhaps with a competitor. The graphic below from Inboundsales.net says it all. We all have at our disposal – a matchmaking service called Google® (and others) that connect us in mere seconds. As a… Read more »
Posts Tagged: construction products
Written by William G. Handlos, P.E.