Читать книгу Never Say Sell - Tom McMakin - Страница 41

Our fourth opportunity for helping clients is what we call REACH work: offering work to a different buyer in the organization that is one of our existing service lines but is different from work we've done for this client before. We may have strong case studies for this work with other clients, but no one internally can speak to our work in this specific area – and we're trying to deliver this service to someone we've never worked with before. In this instance, we're required to work extra hard to earn both trust and credibility, because we're starting with neither right out of the gate.