Tagged With "Control"

I would ask him - Who else are you going to involve in this process. If he mentions the name of the owner’s company, ask how do you know him. You may need to ask a follow up question to get to the owners name. If he does not mention the owners company don’t bring them up, you may end up putting that company in play. You never know how well he knows the controller. I might have 1,000 linked in connections, some of them I may not think of using. That’s my advice

I agree with dr print. I always ask who my competition is and I know them well enough now to ask which rep it is. I've found lately with one company the owner has been traveling on appointments with a new rep. I've been using this to our advantage as the owner of that company is quiet an aged fellow that knows little about our industry anymore. Find out who your competition is and if that company is listed, ask how they came about selecting them (since you mentioned the incumbent is out).

Art, I would not ask that question. They may not be in the deal and you do not need another competitor. I might ask however how important relationships are. That will tell you a lot about him. I also try to see who they do business with to try and connect with someone who I know that might know a c-level person inside your prospect. Just thoughts. Carl Sent from my iPad > On Feb 17, 2015, at 10:33 PM, Print4Pay Hotel < alerts@hoop.la > wrote: >

Thus, I took all the comments and made zero mention of the LinkedIn connection. I did ask about all of the other players and received. Names of the three other vendors, machine models, and monthly lease pricing for each of them. AS predicted price will play the most important part of the buy in, however, I was able to get me and my company to the top of the list (did not give the price yet)m due to the knowledge that I brought to table for automating a workflow process. Gotta just figure out...

If he gave you their lease pricing, he'll give them yours. You were right to hold that back and if price is all important, before I gave him mine, I would ask if all other proposals are in. If yes, then I'd ask, "If my price is best, any reason we couldn't go forward", etc. If price is all important and all prices are in, what else id there to do?

Simply ask what you need to do to obtain the business. If you believe the answer, you know what to do Art have paperwork approved. Best wishes.

"press hard, third copy is yours".

Agree

Last week I received a lead in my territory from our manufacturer!!!  OMG, these are rare nowadays!   Before I called the Decision Maker, I did my due diligence and checked the company out on their web site.  I got a feel for what they...

Not much here this week, seems the entire industry was probably on vacation. Enjoy these threads from ten years ago this week! Weekend Copier Notes from 06/29 & 07/06 Neal · 7/7/087:30 AM . - In a recent article in What They Think magazine, the following companies were mentioned as owning most of the inkjet print head technology patents that are used by many vendors: o Xaar o Dimatix/Spectra (used in new Fuji JetPress 720) o Panasonic (used in Kodak Versamark) o Kyocera (used in Oce’...