You recall the days of telling customers: “You can have price, quality or service, pick two?” Customers want it all. Quite frankly, they are entitled to make this demand. As sellers, we should be committed to delivering on their demands.
While not compromising on price.
Last week, I attended the SAE 2013 World Congress exhibition in Detroit as well as several networking events affiliated with the meetings. I spoke with manufacturing companies and engineering entrepreneurs about the state of their businesses, their competitive marketplaces, the place of innovation in their company culture, and whether selling and engineering continue to live in separate corporate silos.
For those of you who feel that spending 4+ hours a day with engineers is right up there with root canal, you are missing out on some of your most interesting, and demanding, prospective customers. For those of you who live in this space, as I have for my entire career, it’s been a roller coaster of a ride – especially since 2008.