6. SURVEYS

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6. SURVEYS

By "Surveys" we mean the activities concerned with finding out how, where, and by whom your products will be used (if the customer buys).

It is important to see for yourself, to make sure the customer will get exactly what he needs. The "hidden" advantage of the Survey is of course that you could get the opportunity to "sell" to the actual users, if they are not parties to the buying decision. A few guidelines for Surveys are:

Avoid sitting at the customer's desk to get the information. Ask to visit the site of the proposed installation, and everywhere that will be affected by it.

Start from the beginning - not where the customer wants to start.

Write down all relevant information.

If possible, talk to people who might be involved in the use, operation or maintenance. Use the opportunity to "sell" to them the benefits that they will get. Leave some leaflets etc.

Thank everybody to whom you talk.

Don't let the customer over - specify; remind him of the approximate cost if you think he is getting "carried away". This will forestall future objections of it being "too expensive". If he says "Don't worry about the cost", qualify that: the approved budget will cover it then ?"

Next page: 7. CLOSING THE SALE