B2B Sales to Multiple Decision Makers OEM Customers and Long Sales Cycles
Автор: Ian Johnson
Загружено: 2015-01-18
Просмотров: 5680
http://www.driveyoursuccess.com
What does it take to sell products to an Original Equipment Manufacturer (OEM), large enterprise or large corporation with multiple key decision makers?
This video explains five critical steps involved in making sure you are on the right track to making that all-important first sale to an OEM with multiple decision makers.
First, it explains that the process is not to quote first and then sell. Instead, the process is to sell, build consensus, negotiate and then provide a final, official quotation.
Second, you must be able to sell, negotiate and build consensus with multiple key decision makers.
Third, you must be strong in negotiation when trying to sell to multiple decision makers. All of these decision makers have a final say in whether or not you'll make that all-important sale to them.
Finally, it explains the importance of defining your value. What is your product's value and how do you define that so that the OEM decides to give you their business?
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