One of my young sales reps approached me some years ago about a large opportunity he had just discovered that involved a major account. This rep had become a trusted consultant to the repair shop superintendent at a major national brewery.
He learned that the superintendent was interested in exchanging 24 used welding machines for new state-of-the-art equipment, and introduced our products to him. At their next meeting the rep needed to determine the details of this very large transaction. As I was a seasoned salesman, well versed in our product offerings, the rep asked that I join him as an advisor on the deal.
Following our first meeting with the superintendent, the rep asked if our company had an exchange program for welding machines. He was unaware of our used equipment programs, as well as other offerings our company had in place, such as financing options. Are you an expert on the services that your company offers that may be needed to structure your next big deal?
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