selling skills richard. d i sc price selling vs. idea and relationship selling price idea and...
TRANSCRIPT
Selling Skills
RichardRichard
DD II
SS CCPrice Selling vs.
Idea and Relationship Selling
PRICE Idea and Relationship Selling
DD II
SS CC
Sell on Price Sell on Price
• Puts you in the category with all the low end vendors
• Live by the price…be prepared to die by the price
• Do you want to build a relationship with a dealer on mainly price?
Creates Limitations
DD II
SS CC
Selling idea’s Selling idea’s
• Being competitive is important but can’t be the bottom line.
• Sell Skandia Window Fashions not just product
• Give idea’s on how to grow business with Skandia products
• Show how Skandia helps make the dealer’s job easier.
• Discuss promotional opportunities with Skandia
DD II
SS CC
Developing Partnerships/Relationships
Developing Partnerships/Relationships
• -Become a window covering business consultant
• -You need to become an added value to your product
• -Do the extra little things• -Build for the long term
DD II
SS CC
Sell the Package Sell the Package
• Build your presentations with the “Good Stuff”.
• Allow the dealer to get an overall picture of who they are dealing with.
• Sell the features and benefits of Skandia as well as the products.
• The package makes pricing less important
• The package put the value on the District Manager
DD II
SS CC
Selling Skandia Window Fashions
Selling Skandia Window Fashions
• One of the broadest selections of window coverings in the industry
• A company as good if not better than anybody else in our industry.
• Overall production, quality and service is above industry standards.
DD II
SS CC
Be Proud to be part of TEAM SKANDIA
Be Proud to be part of TEAM SKANDIA
DD II
SS CC
We “CAN” sell our products for more than our competition
We “CAN” sell our products for more than our competition
and in fact we should.and in fact we should.