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Selling How We Service

Most economic buyers subscribe to the notion that how you sell indicates how you will service. A recent study of business-to-business buyers shows that sales people who become "Trusted" advisors and understand the needs of economic buyers are 69% more likely to come away with a sale.

A typical complex business to businesses sale requires the following (this maybe how HA customers see things too):

· Your prospect must be familiar with you and your company, and with what you and your company do.
o This is usually (but not exclusively) the role of PR and/or Advertising/Promotion

· Your prospect must perceive you and your company to be experts in the field.
o This is usually (but not exclusively) the role of PR Positioning

· Your prospect must believe that you and your company understand his or her specific issues and can solve them.
o This is usually (but not exclusively) the role of collateral materials and/or websites/seminars

· Your......

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Approximate Word Count: 514
Approximate Pages: 3 (250 words per double-spaced page)

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