PTDA customized solutions selling kit
The value your company brings to the table is much more than offering a competitive price—but how can you show your customers the true impact of your services?
PTDA's new Customized Solutions Selling Tool Kit helps distributors identify the services that matter most to customers, quantify the overall savings those services create and present those figures to the customer. Combining information on solutions selling with a CD packed with worksheets, templates and the PTDA Value Calculators, the Customized Solutions Selling Tool Kit is a powerful weapon in a sales training arsenal.
Helen Yost, president of The Rowland Company, served on the work group that developed the Tool Kit. According to Yost, “Selling in a poor economy means you need to bring your best every time. PTDA’s new Customized Solutions Selling Tool Kit was designed to help your company focus its sales efforts in the areas that matter to your customers. Once you discover what customers consider to be of value, you can use the worksheets and Value Calculators to demonstrate how your company really does provide services the customer needs, above and beyond the cost of the products.”
Follow the three steps presented in the Customized Solutions Selling Tool Kit to show customers that you can provide a measurable advantage while minimizing their operating costs and/or maximizing their revenues.
Step One
Gain a more robust understanding of how you can affect your customers' total cost of ownership. Identify the value you can add using the matrix of opportunities included.
Step Two
Discover what your customers’ value. Collect and measure customer feedback to get honest opinions of the services you provide, how your services are working, what's on target and what might be missing. Sample survey questions guide you in collecting relevant and actionable information.
Step Three
Analyze the customer feedback to develop customized solutions to your customer's issues. Demonstrate the real dollar-value of the services you provide using industry-specific worksheets and Value Calculators.
The Customized Solutions Selling Tool Kit is available to PTDA members for $124.95 ($249.95 to non-members). To view the table of contents, read an excerpt or order online, visit www.ptda.org/CSSToolKit. Or contact PTDA at ptda@ptda.org or (312) 516-2100.
INDUSTRIAL SUPPLY MAGAZINE
The May/June issue of Industrial Supply magazine features an in-depth cover story about GHX Industrial. Plus, we're featuring articles by contributing writers Dr. Bharani Nagarathnam and Frank Hurtte, as well as interviews with numerous product and distribution industry experts.
