Instead of focusing on what we can sell and how we can sell it, we focus on total client development and support.
One way to know that you have made it to the top is to listen to what your competition says about you. If your completion speaks negative of your company, chances are that you have made it. Negative selling is quite often used by sales people in a desperate attempt to capture business opportunities in which they are less qualified. Such desperate sales people have been known to spread rumors, refer to statements taken out of context, or even fabricate rumors to discredit the superior accomplishments of their competition. When completion has them beaten, fabricating a false reality may be all they have. So be careful of what you hear, even sales people that you trust can be guilty of such manipulation when their paycheck is on the line.
At AIS we take a different approach to market growth. Instead of focusing on what we can sell and how we can sell it, we focus on total client development and support. The focus of our regional managers, and the entire AIS team, is you and your company. We seek to be an industry partner for our clients. An integral component to the success and growth of your company, or in other words, we work for you! When we approach a project opportunity, we analyze the best possible solution for each individual project. We don’t steer a project in the direction of the greatest profit, but in the direction that will have the greatest positive impact on your company. We put our diverse experiences and expertise to work for your company. If we believe an opportunity is a poor decision for your company, we will express that concern, even if it means losing a project. We will even recommend other companies for the job, at the expense of our own profits, if the recommendation is sound.
This culture of total client development and support translates into every aspect of our business model. Not only does this approach hold true for major equipment project opportunities, but we follow this model throughout daily client support. Packaging products, and our associated partner manufactures, work with us to provide better performing, more constant packaging products at the highest level of customer service. Sure we could make more money selling lesser products, but what would be the negative impact on our clients? The same holds true for the Leer Brand Ice Merchandisers we represent and the equipment parts inventory we maintain. Our focus is on your company’s success.
It’s not about what our competition may be doing wrong; it’s about how we can do things better for our clients. At AIS, we work for you. Any success that we achieve begins with the success that we bring to our clients.