quote:Originally posted by Czech:
Great thread, and I loved what Yoda had to say.
Some questions:
2) What are some excellent methods for building relationships with customers who are not in the buying stage now, but will be later?
4) Closing tips?
Forget everything else "ITS ALL ABOUT CASH FLOW IN BUSINESS" if you can't meet payroll next week doesn't matter whats coming next month.
2) I'm not sure you get it. Sell NOW to people not in the market NOW. Not later.
4) Closing is just a natural progression from offering a break even TCO analysis now. Who wouldnt want to spend the same or a little more and get more? No one!
Example: you are paying monthly payments/maintenance/insurance/gas for a Toyota Camry right now yes? What if I could offer you a Mercedes for the same price right now? Would you do it? Maybe. But it would at least open a dialogue right now, wouldn't it? Of course it would.
Get some sales 101/6th grade math training. Forget about the technology they all do the same things. Scan/print/copy and BTW the Japanese all share technology eventually.
Peace out!