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Unpaid consultancy and delivering endless presentations is now a thing of the past. Our sales and marketing process has moved into an arena where we listen to our customers concerns and act accordingly.
Our previous experience with customers allowed too many "think it over's" which results in wasted time and effort for everyone involved in the process.
We are now focused on our short, medium and long term goals. We concentrate on the initial customer meetings, understand their requirements, determine outcomes and work with our customers to achieve those goals. Sometimes the fit isn't right and it is better for all concerned to agree this sooner rather than later - we no longer chase lost causes.
Although the techniques appear straightforward it is the attitude and behavior that needs changing and it is this that takes the time to reinforce. I have seen these attitudes change during the 'Presidents Club reinforcement program' and can highly recommend it.
Steve Lafferty, Managing Director - ALS Technologies