There are different kinds of water solutions used intensively in industries and chemical labs today and many companies are providing them for other companies who need them. It so happens that each type of solution may vary in concentration and strength and different industries may demand for different types of such mixtures. Thus, it may be imperative to communicate with your supplier to discuss your specific needs. These chemical solutions would range from reagents in aqueous solutions to indicator solutions, each of which has different uses and different properties.
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Perhaps one of the most widely used chemical solutions is buffer solutions. At the same time, they are the most naturally occurring solutions in nature. Did you know that seawater and blood are some of the best examples? Buffers are actually mixtures of a weak acid and its salt or a weak alkaline and its salt. An example is the mixture of acetic acid and sodium acetate. Buffer solutions are vitally important in controlling the pH range of the system where they are present. This pH control is important in many industrial applications that include manufacture of chemicals. In processes involving biochemical reactions, a limited pH range keeps such reactions at normal pace, whereas too much acidity or alkalinity could slow down or stop chemical reactions. Thus, buffer solutions are important in fermentation process and in pH measurement.
How do you differentiate your company on a product that you sell from your competition? Currently you are offering the same, winning against competition on thin margins or free bees. The differentiation is when your selling becomes "helping customers to buy" or providing a "solution" to their problems or needs. "Solution" is a combination of products or services.
Remember Solutions will vary for each verticals. The brand and product preference for the hospitality vertical will be different from other verticals like banking, education, healthcare, government etc. So having people with right vertical knowledge is important to build the solution matrix. Most companies will have a product matrix ready and the challenge is how to transform this product matrix to solution matrix for various verticals.
Before we establish the transformation roadmap let us understand the type of buyers.
Ignorant Type: Buyer who is ignorant, not sure if they have a problem or if a better way of doing things exist. Someone may have tried offering some products but it didn't solve the problem.
Seeking Improvement Type: Buyer who is aware of the current situation and they are seeking solution to improve their situation
Expert Buyers: Buyer who are having a solution vision and researched thoroughly to come up with a well-established solution Request for Proposal (RFP).
For all the above types of buyers the sales process, efforts and techniques vary. Solution Sales Selling - SPIN technique is the right approach for the above two types of buyers. But when dealing with expert buyers you need the Challenger Sales Strategy. The need of time is to challenge the buyer if they have chosen the right solution, have they missed something in the RFP? Opening dialogue with buyer is key here to redefine the solution and help them to join the missing doted lines.
Nowadays we are encountering expert buyers and you can imagine if a product selling company will stand any chance in front of them. These expert buyers need solution providers who have ready-made solutions. The companies which are still in product selling don't even stand a chance here as they may even struggle to understand the solution defined in the RFP. To win these expert buyers you need eagle sales people in your company. The best seller who executes the right selling strategy and process will win.