Plans (Influencer)


The courses of action customers consider in achieving their goals can provide you with valuable insight. They illustrate how much thought and investment customers are giving to achieving their goals. How much influence you exert depends on their commitment to these plans. The more highly developed the plans, the less you can influence them. You influence their plans by introducing new systems of evaluation (SOEs) that more accurately measure their goals.

Example

start example

Billy plans to add a new permanent shift to increase production by 30 percent (goal) rather than buying new production equipment. Linda asks Billy how he decided between those two choices. He explains that when he calculated the labor costs—including fringe benefits, insurance, and overtime (SOEs)—compared with purchasing equipment, it made more financial sense. Linda shows Billy that if he includes training and turnover costs (additional SOEs), adding a shift might not be the most cost-effective way to increase production. In addition, leasing rather than buying new equipment to create positive cash flow (a new SOE) might be a more profitable course of action.

end example

Plans consist of the broad methods customers are considering to achieve their goals. When these plans have specific products attached to them, you are dealing with the next filter of alternatives.




The Science of Sales Success(c) A Proven System for High Profit, Repeatable Results
The Science of Sales Success: A Proven System for High-Profit, Repeatable Results
ISBN: 0814415997
EAN: 2147483647
Year: 2006
Pages: 170
Authors: Josh Costell

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