upturn sales strategies in a downturn economy
DESCRIPTION
Upturn Sales Strategies in a Downturn Economy. Customers will be looking to cut costs. Competitors will be cutting back on resources. Buyers will be looking at lower cost alternatives to save money. Only companies that can really sell their services will prosper!Learn how with ITC.TRANSCRIPT
Upturn Sales Strategies
in a Downturn Economy
THE ISSUESBeing perceived as a commodity supplier and being constantly asked to reduce pricesNot achieving access to The Decision makerDifficulty in Developing customer relationships to gain more business
With over 30 years experienceWe will explore The formula For Success
• Customers will be looking to cut cost
• Competitors will be cutting back on resources
• Buyers will be looking at lower cost alternatives to save money
• Only companies that can really sell their services will prosper!
• There is a need to look for new opportunities
• Telemarketing is a low cost way of finding new customers
• Filter cartridges generate Cash Flow!
• Spend time on “new installations” AND on “selling retrofits”
IN THIS CURRENT ECONOMIC DOWNTURN THERE WILL BE WINNERS AND LOSERS
THE FACTS
It’s new sites&
replacement business you want!”
More customer visits =More enquiries =More Quotes =More orders =
SALES PEOPLE NEED TO VISIT EXISTING CUSTOMERS AND NEW
PROSPECTS!
More cash flow! £££££
Are you in these markets? • Chemicals/petrochemicals• Food & Beverage• Pharmaceuticals• Energy• Electronics• Bioscience
Markets that give an early return on investment• Breweries• Mineral Water Bottlers• Wine Bottlers• Generic Pharmaceuticals• Electronics• Veterinary Drugs• Cosmetics and Personal Health Care• Fine Chemicals
Generic Pharmaceuticals
“All filters used in the pharmaceutical industry are validated!”
“NOT TRUE!”
Branded Pharmaceuticals• Drug discovery cost• Drug development cost• Clinical trials cost• Marketing cost• Protected by patent• Market monopoly• High Costs• High Profit
Generic Pharmaceuticals• Little drug discovery cost• Just bioequivalent active ingredient• Some clinical trials cost• Generic labelling• No patent protection• Potential competition• Relatively Low cost• Relatively Low profit, depending on competition!
BRAINS BREWERIESSELLING MORE KEG & CASK THAN EVER
Process Steam Food processors and packagersTinned food Cooked meats
Food Preparation Dairies
Yoghurt manufacturers Vegetable blanching
Steam generator OEM’S Autoclave manufacturers
Steam sterilisation of bottling lines Injection of steam into Topicals
Soft Drinks
Brewery
Elect
ronic
s
Win
e
Generic’sChemicals
“Nothing much happens in business until somebody sells something!”
“Selling is the process of persuading someone to take an action they probably would not have taken!”
Who to target!
YOU HAVE ALL HEARD IT:
“The customers are happy with their current suppliers and doesn’t want to see me!”
THE PRODUCTION MANAGER
• “If it ain’t broke, why change it?”
• “I’ve been using my current supplier for years!”
• “I don’t want to make any changes to my process”
• “I’ve tried some other suppliers and they’ve let me down!”
•“I don’t determine what is used, only what
cannot be used!”
• “The filters we use have been validated!”
• “The process works, so why change?”
• “Send me your brochure and I will keep it on file”
THE QUALITY CONTROL MANAGER
•“What’s your price?”
• “Can you supply all my filters?”
• “Do you carry stock?”
• “I’d have to get production to trial your product!”
THE BUYER
How do I need to prepare?What am I going to say?
How can I get the customer excited or worried?
What’s Plan B
Should we pursue this opportunity?
Can we effectively compete for this opportunity?
Can we reasonably expect to win an order?
THREE COMPELLING QUESTIONS TO ASK YOURSELF
THE ISSUESBeing perceived as a commodity supplier and being constantly asked to reduce pricesNot achieving access to The Decision MakerDifficulty in Developing customer relationships to gain more business
Want to talk with one of our Filter People?With over 30 years experience
We can help you find the answersTel: 08456 123 535
email: [email protected]
DEFENDING PRICE MORE EFFECTIVELY THAN THE
COMPETITIONIS SUCCESS!
Understand the customers insecurity and risk perception
Offer appropriate solutions
Problems create opportunities
Take customers from weakened competition