TIM MAY - PRO Selling - Journal #4

TIM MAY - PRO Selling - Journal #4 - Tim May Professional...

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Tim May Professional Selling Journal #4 11/9/11 Company: De Beers Product: Rough Diamonds 1. Would a new business—initiating a New Buy—be a lead, a prospect, or even have a desire to buy a bulk lot of rough diamonds, if they do not specialize in mass customization? As a 3 rd Seller, one should not only recognize this as a New Buy, but also an extensive buying decision. This makes selling a bulk lot of rough diamonds a more dificult—if not impossible—sale, especially because the business does not specialize in mass custonmization. A business that would specialize in such customization would be a prospect, but that is not the case here. Therefore, this new business would have little ot no desire in purchasing a bulk lot of rough diamonds from a 3 rd Seller; Even if the potential profit advantages were great or the sale was being made at a large discount, the initial investment of a bulk lot would be too large for the business to handle and overcome. A 3 rd Seller has a definite lead in this new business, but not for a bulk lot of rough diamonds. The 3 rd Seller should adapt that information and incorporate it to his/her approach in order to able to salvage this lead, and possibly make it into a potential prospect. Seeing how the new business does want to operate—and do so effectively and efficiently—a 3 rd Seller should recognize their desire to buy a smaller lot of
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TIM MAY - PRO Selling - Journal #4 - Tim May Professional...

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