Canadian Plastics

Not Every Company Buys the Same

When approaching a new potential customer good phone technique can come in handy, especially as few companies use the same procedures or personnel to purchase stuff. According to Chris Singleton, sale...

February 1, 2000   Canadian Plastics



When approaching a new potential customer good phone technique can come in handy, especially as few companies use the same procedures or personnel to purchase stuff. According to Chris Singleton, sales manager at Ontario Die Co., some of the various possible purchasing scenarios include, but are not limited to, the following:

One person buys everything

One person buys consumables (resin); another person buys capital equipment (machines, molds)

Each design engineer or product manager buys his own product

One person looks after Ford’s

projects; another person looks after GM’s projects

The situation can become more complex if purchasing power for a particular product is handled by a committee or several staff within the company. A skilled salesperson can obtain valuable information about the way a company buys by carefully worded phone querying. The idea is to get information, not offend, says Singleton. Once you have established a good comfort level with a person, ask whether or not they are the only person involved in the purchasing decision for this product.


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