NAL Training (Internal)
About Lesson
PRICE, PRICE, PRICE
  • Proactive vs. Reactive
    • What does it mean to be proactive over 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’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..
  • 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?