EBMS recap
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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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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)

  • -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


Last minute issues

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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