“The lighting business is still a relationship business.”
- Max Ludlum
On a recent work together day, Director Max Ludlum reminded me of a very important sales concept! “The lighting business is still a relationship business.” Why is that?
A. People buy from people they like.
B. People buy from people they trust.
Let’s consider the possibility that Max’s theory is correct, and we believe it is. What can we do to take advantage of this concept? Here is what Max recommended:
A. Make yourself available! Meet lots of customers!
B. Always shake their hand!
C. Look them in the eye!
D. Use you confidence and enthusiasm!
E. Make it about the customer!
- Ask five questions about them.
- Actually listen to the 5 answers.
- Talk about the 5 answers.
F. Solve a problem for them!
Max, we very much appreciate you reminding us of the power of relationships. That truly is how you open new accounts and build a business.
Dennis Leno
Vice President Maintenance Engineering
Subscribe to:
Post Comments (Atom)
No comments:
Post a Comment