Of course we need competitive products that are competitively priced. Said another way, the day your identity is synonymous with your product line, and you're beginning to lose your business. The customer never needs your product. In almost every case only forty percent of the customer's reason for buying from you and your company is specification and price. Sixty percent of their reason to buy is based on your value-added offerings.
History proves good times camouflage poor performance.
If we are selling in the same way we did just thirty-six months ago for example, the salesperson is no longer effective or competitive. If we are managing our personnel as we did just twenty-four months ago, our people have plateaued in skills and abilities. Marketing of Customized Solutions Make no mistake, sustained and profitable relationships with customers are build around your ability and desire to bring tailored ideas and solutions to specific customer needs. This requires an in-depth understanding of the customer's business, its needs, challenges and opportunities in addition to superior creativity, problem solving skills and an integrated team selling psychology. And once those standards are set to the new benchmark they must be carved in stone with a mandatory goal attitude where 99.9 percent is not good enough.