Situation:

You've been contacted three times by the Director of Warehouse Operations for a local manufacturing company. The first time he revealed that the company would be upgrading some of its materials handling equipment and requested a full-line catalog. In response to your request for an appointment he explained that the company was only in the preliminary stages of planning and an appointment would be premature. However, he committed to getting in touch with you when it was appropriate. So you sent the catalog.

A few weeks later, the Ops Director again called, this time requesting spec sheets for specific rollover conveyors and cantilevered storage shelves. He was quick to point out that the company was a bit further along in planning, but not ready for a meeting...and restated his commitment to get back to you when appropriate.

The third request came via e-mail...this time for pricing information. Your phone call got no further than the Ops Director's secretary who only repeated the request for the pricing information. What should you do?

• Provide the pricing information and wait for the Ops Director's call?
• Inform the Ops Director that pricing information is only provided during face-to-face meetings and press for an appointment.
• Call the company's CFO and request an opportunity to discuss how your company might help with the warehouse upgrade project.

Answer this week.

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Jeremy Rawitz

Sandler Sales Institute

347-385-8500