If a salesperson’s customer relationship is based in the purchasing department you have trouble. It is difficult to build a strong relationship with purchasing in that they are incented to cut your margins, shop your competition and demand ever-improving terms. Clearly you have to have a good relationship with purchasing if your typical sale goes through that department. However, it is high risk to base your customer relationship on that department. Selling Power offers up an article that discusses the importance of knowing your end customer – the one who actually uses your product or service. Consider this statement: Once you know your core customer as a person and not… Read More
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