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Integrative Sales.

Publication: Maintenance supplies
Publication Date: 01-AUG-09 		Format: Online
Delivery: Immediate Online Access
Full Article Title: Integrative Sales.(Insiders View)

Article Excerpt
Integrative Sales

Vince Fagan

Becoming a Green expert might require thinking outside the box, as well as the industry. The payoff could mean more sales.

Today's savvy distributors are constantly on the prowl for innovative ways to find and keep more customers. But often, I hear distributor sales reps (DSRs) complain that even with the advent of a more accepting Green marketplace, sales are still down.

One solution is to become the Green expert on your block and then use that expertise to adopt integrative selling. This new type of selling is more solution based than ever before and does more than just bring Green chemicals together with Green equipment (although that is still a good idea). This is truly outside of the box thinking and requires DSRs to also think outside of the industry.

With a deluge of interest in buildings becoming Green certified, there is a knowledge gap that exists today. Building owners are looking for answers to all of the building's problems, not just Green cleaning issues. They want to know how to save energy along with improving the indoor air quality. They want...

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Government Hears Green Claims.(Green Market Pulse), August 01, 2009
Green Outlook.(Editor's Comment), August 01, 2009
Bright ideas await you at ISSA/INTERCLEAN.(Feature), August 01, 2009
BACK TO SCHOOL cleaning 101.(Feature), August 01, 2009
Ice Melt myths revealed.(Feature), July 01, 2009

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