Invenio's Indian Sales - Business Process Overview
Communicate, communicate and then communicate some more
From cold call through on-going support the process must be managed. It won't simply happen by itself. You know what works in the American market and perhaps in other export markets. We can help you adapt those successful strategies and methods to the Indian market. And we will insist on collaboration and communication throughout the process - thereby mutually ensuring results.
You're probably throwing away leads from India that you generate through your website, on-line efforts and trade shows. You've tried working on them. You get no response back. It's been a waste of time. So STOP THROWING them away - and there is your first source. But where will the rest come from?
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Leads that aren't followed through on; benefit questions that aren't asked; budgets that aren't established - all are clearly counter productive to a successful sales effort. But all are almost always endemic to sales organizations. Projects must be aggressively developed.
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So you got an order, built a machine, shipped it overseas and sent your tech to install it. But "woops", someone forgot to check the pass height and transfer integration from their existing equipment. How can we ensure that your engineering effort isn't in vain?
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Sick of hearing "The price is tooooooo high?" Part of our job is helping you understand how to price for the market and negotiating for you, rather than with the customer against you. Think "That would never happen?" You haven't sold through a typical Indian rep or distributor.
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Everything falls into place, but now what? How do we handle currency issues? What logistics solutions will work? How can we get the machine through customs without paying bribes? What payment terms are appropriate? Don't worry. Invenio's experience and network of professional service providers, we can help you navigate the hazards smoothly.
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"But my machines require local support." We've heard that before, and many Indian customers inquire immediately about local support. But at the same time they are accustomed to running their businesses with extraordinary ingenuity and in the face of obstacles which seem daunting to us. We can help you both overcome the objection and implement effective local support programs.
click here to see how we help you support machines in country AFTER the sale