What's the secret to developing a successful business? Having quality products? Offering a competitive quality/price ratio? Meeting delivery deadlines? Or perhaps it is a combination of such factors. At Tyco Flow Control, however, they have an extra ingredient: the ability to listen. "Our salesmen are not the 'foot-in-the-door' type, but highly qualified engineers," says Mr. Gilbert Villa-Massone. "Their objective is to first understand each client's plants or processes, and then to ask the client exactly what it is he wants to achieve. Our aim is not simply to sell products, instead we partner with clients to deliver the long-term peace of mind they need."
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