Customer Management Skills

Do you manage your customer base?  When purchasing big ticket items, there are numerous meetings to determine the best configuration, criteria and performance capabilities of the system.  Meetings take place with engineers, purchasing agents and executives contributing to the decision making process.  In most cases, sales people are excluded from these meetings.  Top sales professionals know what's being discussed amongst the buying team.  They've learned how to manage the buying decision in their favor.  They're able to identify and nurture inside advocates to influence the buying decision.  For more on Customer Management Skills call GRa today.  910.617.1817