Aa a distributor, Keeping focused on filling the order is Job 1: Answer the phone, determine the need, agree on price and fill the order. That's what keeps distributors in business, right? But sometimes it seems everything hinges on price. And while price is critical, it's the last step in a long decision path. Before your phone rings the customer has had a series of experiences. Bring those experiences to the table during a sales call and you'll spend less time on price and more on what's really driving their decision to buy.
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