Below you will find a summary of the points mentioned in the newsletter. Consider these your “Mainstreet Modus Operandi” or your “Road Map” for successful Aladdin Commercial Selling.
· Have a plan for each sales call.
o What do I need to address?
o Which products will I present and why?
· Identify “Target 15” accounts
o Focus on growing these accounts
o Bill them more frequently
o Acquire inventory positions from competition
· Have a Pricing Strategy
o Specific pricing for each specific customer
o Don’t mass price your Territory
o Utilize MBP process and ensure benchmark is priced correctly
o Promote products with “Special Price Promotions”
· Any Commercial Activity Today?
o That little question will stir up a lot of business
· Develop “Product Packages” for simplified PK’s and selling
o 4 to 5 products presented on each call to each dealer
o Focus on product categories (Modular, SDN, Graphics, Cut Pile)
· Manage your Samples effectively
o Reposition arch folders in key accounts to maximize sales
o Update all displays with correct insert cards
o Ensure display sequence is utilized for easily upgrading products
· Know your products and the competition
o Study your specifications
o Know your applications with each product
o Keep track of competitive styles and pricing to effectively combat the competition
· Utilize your Regional Commercial Specialist
o They are a free wealth of knowledge and experience
o Monopolize their time and get them in front of your customers.
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