At the conclusion of an informative one-on-one discussion regarding a new approach, Professor V. asks the Technical Sales Representative how this translates into their 3-Part Master Section. Looking down at his briefcase, the Technical Sales Rep states, “I only have the technical data sheet, but I will email our Master Sections when I return to the office later this afternoon.” Waiting until the afternoon to receive the product master sections may seem like a minor inconvenience. The Technical Sales Rep is aware of the “missed opportunity” they had to review their Specification with a Specification Writer, building trust and brand awareness with a decision maker. Instead of handing out a 3-Part Master Sections like candy on Halloween, take the time to open up your Specifications when “talking technical” to Clients that require this conversation.
