About Lesson
PRICE, PRICE, PRICE 
- Proactive vs. Reactive
- What does it mean to be proactive vs. reactive?
- To be Proactive you must address potential problems and create solutions before the issue comes to pass so that you are better prepared to deal with it.
- Being Reactive means that after a problem occurs you must quickly find a solution.
- What does it mean to be proactive vs. reactive?
- What’s your Price, Price Increases, Your Competition price is cheaper
- Determine if the customer is a PDC (Price Dependent Customer)
- PDC’s only focus is on finding the lowest possible price for the product. They are less concerned with the product quality or service provided by the company.
- Price will be an important factor for any potential customer, it’s pertinent to to gauge their interest in other areas: product availability, service, product quality, delivery time etc..
- Determine if the customer is a PDC (Price Dependent Customer)
- Helping to Sell, not Selling
- Customers both big and small appreciate a sales representative that takes the time to help their sales staff learn how to better sell our products. By helping facilitate customer sales training you develop a deeper more genuine connection with the company and its ownership.
- Helping them helps yourself, the more time you put in to guide the customer’s sales team, the more they are able to sell and the more they’ll order from us.
- How to have a different Sales conversation
- Changing the direction of a sales conversation can help to uncover hidden pain points that may not have been originally discussed.
- Move from a focus on OUR price, supply, lead time etc. and focus on asking questions to uncover THEIR pain points.
- Ask questions like:
- What about your business has changed post COVID?
- How have your conversations with the majors gone?
- What products are you unable to source?
- Are your customers happy?
- Ask questions like: