PCB007 Magazine

PCB007-Feb2019

Issue link: http://iconnect007.uberflip.com/i/1080843

Contents of this Issue

Navigation

Page 23 of 95

24 PCB007 MAGAZINE I FEBRUARY 2019 The More Things Change, the More They Stay the Same When I first heard that the theme for this issue was successful sales strategies, my ini- tial thought was, "Nice! Writing this column should be a piece of cake." After all, I have been in sales in this industry for most of my ca- reer, so I should have an opinion or two about successful sales strategies. But as I started to think this through it in more detail, I realized that a successful sales strategy in this industry can be defined in ma- ny different ways. To some, both sales- people and the fab- ricators they sell for, transactional sales and the thrill of chas- ing that next hot pro- totype order is their definition of success. The higher the num- ber of new customers, the better. To others, doing a deep dive into a customer's business and building a long- term sales model is considered successful. I have an opinion on which method I find most successful, but it is just that—an opinion. I am fortunate to know many highly skilled, successful salespeople in our industry. I thought it would be interesting to reach out and ask them for their best advice and thoughts on what strategies they have found to be most successful. Here a few of the com- ments I received. Strategy #1 "There are no problems—only opportunities. All suppliers occasionally make a mistake, and how you deal with it separates the 'men from the boys.' If a customer receives bad boards, jump in the car, meet the customer, and let them know how con- cerned you are and what you are going to do to get it fixed. Don't hide from the problem; face it." I happen to know this advice was given about 25 years ago, and still holds true today. Some of the strongest relationships built come from fac- ing a difficult situation and working through it together. Strategy #2 "When you are meeting customers and ex- hibiting at a trade show, give every impres- sion that this is important to you and you are excited to be there. Dress in something nicer than your everyday business attire; this is a special occasion. Make direct eye contact, say hello, and ask genuine questions. Engage the Flex Talk by Tara Dunn, OMNI PCB

Articles in this issue

Archives of this issue

view archives of PCB007 Magazine - PCB007-Feb2019