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EBMS recap

EBMS recap. How does a customer buy? What are the blockades? What must sales do?. Action to be taken by sales -1- Hand idea (that immediately makes him consider buying) -2- Strengthen the need (the mother list of all he might wish to have)

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EBMS recap

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  1. EBMS recap How does a customer buy?What are the blockades?What must sales do? • Action to be taken by sales • -1- Hand idea (that immediately makes him consider buying) • -2- Strengthen the need (the mother list of all he might wish to have) • -3- Differentiate (why are you better on the needs identified under 2) • -4- Take out last objections and close (give space to the buyer and round off) • Phases in the head of the customer with corresponding blockades • -1- Is this something for me? (Customer considers buying) • Justification • -2- What is it that I want? (Customer has decided to buy) • Doubt • -3- With whom shall I buy? (Customer knows what he wants and looks for the right supplier) • Comparison • -4- I am taking a decision? (Customer goes over the whole process and decides to buy) • Risk analysis

  2. Last minute issues -1- Againabout pricing. ( check in phase 2 ! ) -2- After sale service ( should have been coverred in pahse 2 and 3 ) -3- OtherSupplierget’sanother chance ( check in 3 , what is the playing field ) -4- Management comesintonegotiotion ( check in Phase 2 : DMU ? ) -5- More discount after the deal ( make a clear deal ) -6- Changingstandardsafter order ( beclearaboutpossibilitiesandconsequences ) -7- Inflation off commodity ( beclear in Phase 3 ) -8- Change of quantity ( beclear in phase 2 and 3 ) -9- Need more time todecide , ( cretaeurgencyand bonus forquickdecision ) -10- Policy change ( nastyone, cannot control sowhathappened )

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