ScottLear610
X
00:00
/
00:00
CC
Contact
Us
at
www.tomingraminc.com
972-394-5736
or
tom@tomingraminc.com
Welcome
to
Interviews
With
the
Sales
Experts!
Interview
with
Scott
Lear,
15
Years
with
Schneider
Electric
including
Area
Manager
and
Director,
Business
Development
Automation
and
Control
Click
Play
to
Continue
(if
needed)
For
more
Interviews
with
the
Sales
Experts,
go
to
www.tomingraminc.com
Interviews
With
the
Experts
(604.4)
Schneider
Electric,
U.S.
Division.
(23:10)
$1
Million+
Services
Success
Story,
Beating
Competitor's
Product
Sales
With
a
Service:
Interviews
With
the
Experts
(604.4)
Schneider
Electric,
U.S.
Division.
(23:36)
$1
Million+
Services
Success
Story,
Beating
Competitor's
Product
Sales
With
a
Service:
Capitalized
on
Competitor's
Tendency
to
Always
Propose
New
Equipment.
Interviews
With
the
Experts
(604.4)
Schneider
Electric,
U.S.
Division.
(24:45)
$1
Million+
Services
Success
Story,
Beating
Competitor's
Product
Sales
With
a
Service:
Capitalized
on
Competitor's
Tendency
to
Always
Propose
New
Equipment.
Able
to
place
a
service
engineer
on-site
with
a
major
cigarette
manufacturer
for
two
years
doing
nothing
but
refurbishing
the
electrical
portions
of
older,
mechanically
sound
cigarette
producing
machines.
(SL)*
Interviews
With
the
Experts
(604.4)
Schneider
Electric,
U.S.
Division.
(25:30)
Customer
came
to
Schneider
Interviews
With
the
Experts
(604.4)
Schneider
Electric,
U.S.
Division.
(25:35)
Customer
came
to
Schneider
Schneider
in
an
associated
business
Interviews
With
the
Experts
(604.4)
Schneider
Electric,
U.S.
Division.
(25:45)
Customer
came
to
Schneider
Schneider
in
an
associated
business
Customer’s
problem
was
huge
capital
outlay
for
new
machine
Interviews
With
the
Experts
(604.4)
Schneider
Electric,
U.S.
Division.
(27:25)
Customer
came
to
Schneider
Schneider
in
an
associated
business
Customer’s
problem
was
huge
capital
outlay
for
new
machine
Schneider’s
Solution:
Services
extended
life
of
machine
Interviews
With
the
Experts
(604.4)
Schneider
Electric,
U.S.
Division.
(27:46)
Customer
came
to
Schneider
Schneider
in
an
associated
business
Customer’s
problem
was
huge
capital
outlay
for
new
machine
Schneider’s
Solution:
Services
extended
life
of
machine
Customer
and
Schneider
solved
need
together
Interviews
With
the
Experts
(604.4)
Schneider
Electric,
U.S.
Division.
(28:42)
Customer
came
to
Schneider
Schneider
in
an
associated
business
Customer’s
problem
was
huge
capital
outlay
for
new
machine
Schneider’s
Solution:
Services
extended
life
of
machine
Customer
and
Schneider
solved
need
together
Resulted
in
huge
“drag
along”
sales
–
became
global,
marquee
account
Thanks
for
Joining
Us
–
Some
Details:
(31:25)
Names
are
disguised
*
“Summaries
of
complex,
long
term
efforts…
Intended
to
communicate
principals
and
concepts…
Estimates
of
benefits…
May
have
been
altered
to
protect
confidentiality…”
Remember
to
ask
us
for
the
rest
of
the
story…
For
more
Interviews
with
the
Sales
Experts,
go
to
www.tomingraminc.com
Contact
Us
at
972-394-5736
or
tom@tomingraminc.com
6.10
How
We
Capitalized
on
Competitor’s
Tendency
to
Always
Propose
New
Equipment
–
Beat