Interpersonal Business

Assume that the customer is always “right,” unless they are misguided or misinformed. We must be prepared to “inform” them of our value, in addition to price. Relationships rule American Business; bank on it and promote it. Those that are misguided need your “leadership” and clarification. Provide a public service!?!

What is a key account? What are their “special needs?” Why should they be managed differently from the traditional customer? Use to success stories from other accounts to overcome objectives. Prepare for key account appointments by learning about their operation. Have both a formal and an informal presentation planned. Be prepared to be flexible. Understand the needs of the buyer; get into their head.