SMU Data and Models
September 20, 2014
The Truth About Selling Steel: Communication & Engagement
Written by John Packard
The following is part of a series of articles Steel Market Update has been producing on the subject of steel sales. The series is called: The Truth About Selling Steel and today, with the help of John Temples, we are going to introduce communication and engagement. In the coming weeks we will expand upon our early comments in more detail.
We’ve all seen these headlines before. We’ve perused the “how to” books on the subject, and even read a few. But much like an effective gym workout routine, it takes more than just rote “know how” to get results, you have to work through a disciplined practice of consistent implementation. Selling steel, like selling most other B2B sales, is extremely competitive. Here are a few tips on the old standard talking points:
