Business Opportunities Inside the Customer Company
Achieve Total Account Penetration
Inside the company, you'll want to achieve total account penetration. You can do this with the same person you've been working with (the original buyer) or with a different person (from another department, location, division, branch, subsidiary or sister company). Try:
DBR-001-007569
Inside the company, you'll want to achieve total account penetration. You can do this with the same person you've been working with (the original buyer) or with a different person (from another department, location, division, branch, subsidiary or sister company). Try:
- Selling more of the same product. For example, you may notice that the customer is ordering more frequently, indicating the possible need for larger quantities. Consider offering quantity discounts.
- Selling additional or related products/services . For example, if you sold the customer business cards, you may want to offer letterhead stationery and memo pads to go with the cards.
- Selling an upgraded product. For example, if you sold a customer a copy machine and, due to growth, the customer needs a machine with more features, you might offer an upgrade to a more sophisticated machine.
DBR-001-007569
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