It’s also important to have a strong understanding of the
products being sold and the inventory available. Even if the
information is not readily available or known when questions
are asked, it’s okay to ask for time to reply correctly.
The important thing is to get it right because there is nothing
worse than putting in an order only to find out the availability
is not what was discussed. Some vendors that supply
materials will even go the extra mile and ask for drawings
to confirm quantities we are requesting. This is value-added
service that is very appreciated. There is a lot of competition,
so nowadays it’s service, availability and friendliness that
wins repeated business.
What do some salespeople do that annoy
you or turn you off their product?
James McNally: Relentless pursuit of a sale. Once I have
received the product information and initial pitch, I will
CONTINUED ON PAGE 33
FEATURE
“Our business model is built
on going the extra mile, so I
always come back to those
people who go the extra mile
right from the very start.”
– Banain Cote, Innovative Piling Solutions
SIRTRAVELALOT / SHUTTERSTOCK.COM
30 Q3 2017 www.pilingcanada.ca
/www.pilingcanada.ca
/www.pilingcanada.ca
/SHUTTERSTOCK.COM
/SHUTTERSTOCK.COM
/SHUTTERSTOCK.COM
/www.pilingcanada.ca
/www.geo-foundations.com
