Sales Call Evolution II

Understanding the preferred communication style, goals, and objectives of ones counterpart in any face-to-face meeting is essential.

In addition, pre-call planning has assumed greater importance--both with customers and suppliers.  Understanding the preferred communication style, goals, and objectives of ones counterpart in any face-to-face meeting is essential.

Distributor personnel that interact with suppliers or customers should come prepared to discuss and resolve any outstanding service or product issues and the specifics of any new business opportunities.  Because a greater percentage of customers are increasingly comfortable using online tools for basic requirements--for example, receiving after sales technical support(32%), discussing customer service issues (26%), obtaining updated order information (37%), and reviewing purchasing history (37%). 

ACTION POINT: Distributors need to ensure that face-to-face encounters create more value for everyone.