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What do you need to Sell?
A Basic Product Knowledge
• Why connectors are needed
• Nomenclature (component parts)
• Typical terms or descriptive words
• Pertinent references to MIL-Spec
• Cross reference Amphenol P/N to MIL P/N
A Catalog
• Know how it is organized
• Keep it current
• Add your own notes for reference
Know Our Website
www.amphenol-industrial.com
• Quickly navigate on-line to -
• Connector Catalogs
• Service Instructions
• Your Contact Information
• Markets Served
• Connector Basics has this brochure and other
valuable basic connector information
• Amphenol One for Distributor Information and
Latest Product News
Know Your Organization and Ours
• Who has pricing & delivery data
• Who has technical data
• Who can expedite
• Who can negotiate
• A back up for each of the above
Know Yourself and Your Competitors
• What is negotiable at your account
• What are your strong points
• What are your weak points
• What are your protection points
• Who is your competition
Know Your Customers
• What are their Needs?
• Company Needs – Personal Needs
Learn to Listen (and to See)
• What are they saying?
• What do they mean?
– How they say it may mean more than what they say
– What you both see may say more than conversation
Each account is unique
• Don’t use a carbon copy approach
• Let your customers know you see them that way
Take time to know the people you deal with
• Both at your account and your facility
• Manage your time and territory like assets
• If business or potential isn’t there, maybe you shouldn’t be
Conclusion
The data in this booklet was designed to provide you
with basic information on Amphenol Industrial connector
products.
In order to effectively sell, it is important to remember
that knowing your customer and your product go hand
in hand.
The sale begins with you!
SECTION VI, cont.
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