Module - Climbing Preferred Supplier Ladder

One of the best ways to beat competitors is at the political level.  Instead of just selling our product, we sell a policy change.  We sell the idea that we should be the supplier of choice in our area.

The arguments needed to sell the product are very different from the arguments needed to sell this policy change.  And the commitments are also very different.  Not only do they buy the product but they put us in their internal buying catalogue or they sign a long term exclusive contract.

Preferred Supplier status comes in various shades.  We can be a Qualified Supplier, an Approved Supplier, a Preferred Supplier or even a Sole Supplier.  We can work our way up this ladder.

Just winning a few sales is not enough to earn this right.  We need a track record of good service and we need to sell this policy at a higher level.

In this module we lay out how to move away from a mere product/service sale and towards the more inclusive policy sale.

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