Past Purchases Point to Current Decision Makers
When selling products or services purchased in the past, the shortest route to a new ale is talking to the person who made the last purchase because it is logical to assume they have the authority to buy. When you call the receptionist to ask, "Who buys the . . ." don't just settle for a name. Ask for a title too. Sometimes receptionists don't know who is the purchaser and they will make a guess. Knowing the suspected buyer's title helps you assess if that guess is right or wrong. If the title doesn't seem to fit with the power and authority required for the purchase, call back and ask for the name of the person who has the appropriate title. When you get the suspected buyer on the phone, speak in your friendliest tone and quickly qualify whether or not they are the decision-maker.
August 20, 2009 |
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Linda in New England at PINE Fall Conference
Linda will be speaking at the Printing Industries of New England Fall Conference October 3 - 6. To learn more go to pine.org
Linda Training for Printing Industries of Minnesota
Linda At Print Positive Sponsored by PPI
Linda will be speaking at the Print Positive Conference Oct 9 - 11 sponsored by the Pacific Printing & Imaging Association. To learn more go to pacprinting.org |
About Us
Thought Transformation is a national sales and marketing consulting organization helping companies grow through a combination of tools, training and tactics.
The president of Thought Transformation, Linda Bishop is a speaker, author and sales/marketing expert. She was a top performing commission sales person for 17 years before founding Thought Transformation. In addition to authoring the book "Selling in Tough Times" articles she has written have been featured in many publications. Linda has a degree in accounting and MBA in Marketing. Linda is available to speak and train groups of all sizes on sales, customer service and marketing topics.
Thought Transformation, Inc.
3510 Evans Ridge Trail
Atlanta, GA 30340
770-846-3510
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