subject: "Know More" Selling In Material Handling [print this page] "Know More" Selling In Material Handling "Know More" Selling In Material Handling
Dewitt, NY June 14, 2010: The Second Quarter 2010 issue of The MHEDA Journal (http://www.themhedajournal.org), the leading online magazine for the forklift, conveyor, storage & handling, and general material handling equipment industries, features an article from speaker and author Sam Richter, who explains how the so-called "fourth R"researchis integral to the sales process.
According to Richter, the Internet has changed forever the way salespeople should approach their customers and prospects. "At the core of all good sales training programs is a section that discusses how imperative it is to understand your prospects, their needs, their business issues and, as some programs call it, their pain," he says. "Buyers today get frustrated when a salesperson asks what some feel are obvious questions like company size, lines of business and competitive information. Buyers expect salespeople, even in the first meeting, to have more complex business knowledge."
How can salespeople obtain that kind of information? How can they make a better first impression in today's connected, digital world? The answer, Richter says, is "sales intelligence." The tool that truly differentiates one business or one salesperson from the next is research. "When you're armed with relevant data, you're able to ask better questions and massively increase your credibility," Richter explains. "People still buy from people they trust. And people trust people who can intelligently engage in relevant dialogue."
Richter goes on to outline multiple online sources of such relevant information, including Google, Manta, LinkedIn, ZoomInfo and more. Mastering these sites and others can be the first step to "sales intelligence" and better customer interactions.
For the complete article, read "Know More Selling" in the April 2010 issue of The MHEDA Journal Online at http://www.themhedajournal.org. The print version was mailed to subscribers on April 15. The MHEDA Journal is published quarterly in January, April, July and October. For more information, contact Chris Powers, editor, (315) 445-2347, e-mail: chris@datakey.org.
