National Sales Manager Joe Webb Shares How Sales Professionals Can Add Value
In a commodity-based industry like ours, sales professionals can be a key differentiator. Providing value-added service sets sales teams apart, and this is what engenders loyalty and fosters long-term customer relationships.
The expression “time is money” is overused, but it applies here—construction delays hurt everyone—contractors, subcontractors, distributors, developers, even the tenants who will eventually occupy the spaces will suffer if a job exceeds the intended deadline. If product is not delivered in a timely, efficient manner, the process slows down and this impacts the project’s whole ecosystem.
To prevent delays and ensure a smooth start to finish process, SIGMA’s sales team strives to do more than than simply supply the product. We add value in the following ways:
- SIGMA’s engineering team is available to provide technical support and expertise to ensure that the right product is selected to meet the specifications for the applications required.
- SIGMA’s nationwide distribution network means that product can be shipped virtually anywhere in North America in 24-48 hours.
- SIGMA’s logistical expertise means that we can strategically plan for deliveries sequentially so that customers have what they need when they need it. This encourages efficient workflow, saves on managing and storing material at the jobsite, and prevents loss, damage, and delay.
- SIGMA’s technical support team is available to assist at all phases of the installation process and provide guidance as needed.
Above all, sales professional must communicate effectively with customers. When we understand a customer’s needs, be they logistical, technical, specification or installation-related, we can deliver value added service, going above and beyond the transaction.