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Our Longevity Is Our Ace In The Hole
A quote by a person who works for IBM, who travels the world showing
the IBM sales force how to get people to give the business to IBM instead of the competition.
"It's quite simple," he said. "IBM has an ace in the hole that the competition doesn't have. We've discovered how to overcome the biggest obstacle in making a sale. When the prospect is making their final decision as to who will get the contract, the determining factor is never made on price, product, quality, value, delivery time, terms, service, knowledgeable staff, convenience, or our warranty policy. It always comes down to the same thing -- who do they TRUST most." "People are willing to pay us more, for the same product and service because they trust us. Since we've been around for a long time, it tells people that we know what we're doing, we're good at it, we're still in business because people are satisfied with us, and we'll be around for a very long time to come. Regardless of the business you're in, LONGEVITY equals TRUST. The longer you've been around, the greater tendency there is for people who've never heard of you to instantly trust you. And that's important in building a business -- any business." "At IBM, with every new proposal we prepare, we make every effort to build up the trust factor. We don't hit them over the head with it, but it gets mentioned and the customer is made aware of it. Our longevity is our ace in the hole." Whispering Hills Golf Club - Celebrating 80 Years of Golf, in Grey-Bruce County! |