Electric Heating Co., Inc

Sales Myth: Price

As we drive on into the New Millennium, advantages to old style selling decrease as our customers use the Internet to gain accessibility to competitors, inventory and other vital tools. This information strengthens the customers negotiating position. In this situation, price negotiation gives way to value.

Value is the benefit that the customer receives from a sales professional. Customers ask, "What's in it for me?" or, better yet, "What's in it for my company?" Value becomes the competitive differentiator. The customer will do business with those that they trust. And how do we earn that trust?

It is necessary that your customers believe that you are looking out for their company and for them. The Dalton Electric Heating sales approach, as outlined on the back of our 4-page sales brochure, simply shouts value ... Reduce Your Cost of Heating. If you sell using this approach, you are telling your customers that you are concerned about their best interest ... you are selling value.

Combine this with the value that you bring to the relationship personally: your interest in their welfare, your company value of inventory and local supply, engineering and technical expertise and the value of a package of quality products, and you have a combination of values that can only lead to success.

Friday Funnies

The manager of a large office asked a new employee to come into his office. "What is your name?," was the first thing the manager asked.

"John," the new guy replied.

The manager scowled. "Look, I don't know what kind of a namby-pamby place you worked at before, but I don't call anyone by their first name! It breeds familiarity and that leads to a breakdown in authority," he said. "I refer to my employees by their last name only - Smith, Jones, Baker - that's all. Now that we got that straight, what is your last name?"

The new guy sighed and said, "Darling. My name is John Darling."

The manager said, "Okay, John, the next thing I want to tell you is ..."

Dalton Electric Heating Co., Inc (978)356-9844
28 Hayward Street Ipswich, MA 01938 USA

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