What specifiers want
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What specifiers want Technical information and advice – good quality comprehensive information on demand • WEB: Easily accessed technical data, approvals, test reports and drawings as downloads • CONTACT: a direct dial telephone number to the technical advisor or salesman, must be someone who speaks their language and can answer technical questions. • TECHNICAL SUPPORT: available in terms of competence, speed and ease of access. www.cadvantage.co.uk
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What are specifiers looking for when it comes to specification sales?
Transcript of What specifiers want
What specifiers wantTechnical information and advice – good quality comprehensive information on demand
• WEB: Easily accessed technical data, approvals, test reports and drawings as downloads
• CONTACT: a direct dial telephone number to the technical advisor or salesman, must be someone who speaks their language and can answer technical questions.
• TECHNICAL SUPPORT: available in terms of competence, speed and ease of access.
www.cadvantage.co.uk
What makes a good specification salesman
• Know who in the project team has most influence at any one point
• Uses time effectively for maximum leverage – focusing on the key opportunities
• Good level of technical knowledge, able to answer 80% of questions immediately
• Has a problem-solving attitude and speaks the specifiers’ language
• Able to understand the project and demonstrate relevant product benefits
www.cadvantage.co.uk
