If you were looking to build a new house would you rather hire the contractor who shows you a great floorplan at a good price and leaves you to make your decision or the contractor who spends the time going over the floorplan and explaining to you why you need certain grades of products based on local regulations?
Every sale of every product should be an opportunity to learn. The majority of purchasers appreciate a seller who takes the time to make sure their customer is getting exactly what they need. Many times the customer may lack a piece of knowledge about what they are buying that can assist them in making the right choice.
The packaging machinery industry is no different than the rest. Many times the buyers of packaging machinery do not know about the latest technologies available and/or how new government regulations may affect them. The manufacturer whose salesperson is generous with their time and expertise and can make recommendations based on knowledge the buyer does not have, is a true partner in this business relationship. Next time your salespeople are meeting with customers, make sure they are well informed about the industry, regulations, and the latest technology so that they can partner with their customers as opposed to just selling to them.
The author, Marge Bonura, is the Director of Sales & Marketing for New England Machinery, Inc. (NEM). NEM is a leading packaging machinery manufacturer of bottle unscramblers, cappers, orienters, retorquers, lidders, pluggers, pump sorter/placers, scoop feeders, hopper elevators and much more. The company has been in business since 1974 selling to the food, beverage, pharmaceutical, personal care, chemical, household products, automotive and other industries. For more information on NEM, visit their website at www.neminc.com.
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