P.T. Coupling's Brent Lilly makes case for a consultative sales approach in hose market
Everyone knows many of the components of the traditional sales model. You're typically asked to quote on either a single item, a group of related components, or perhaps even everything needed by a factory's maintenance repair operations. Your competitors generally are quoting as well, and the final decision may take into account such variables as application, delivery, product specification and, of course, price. But in the hose market there really is a better way to do things, according to Brent Lilly, director of sales and marketing for PT Coupling Co. of Enid, Okla. He outlined that better...
Source: rubbernews.com