January 23, 2012

2. January 23, 2012 Value Added Selling

3. Discussion Points • Value-Added Selling Philosophy • Value-Added Selling Strategies • Value-Added Selling Tactics

4. Discussion Points • Value-Added Selling Philosophy • Value-Added Selling Strategies • Value-Added Selling Tactics

5. Value Defined • It’s the Buyer’s Perception That Counts Philosophy

6. Value Defined • It’s the Buyer’s Perception That Counts • Value Is Bigger Than Price Philosophy

7. Value Defined • It’s the Buyer’s Perception That Counts • Value Is Bigger Than Price • Value Is Long Term Philosophy

8. Value Defined • Perceived Value • Performance Value • Product Philosophy

9. Value Defined • Perceived Value • Performance Value • Product • Service Philosophy

10. Value Defined • Perceived Value • Performance Value • Product • Service • Company Philosophy

11. Value-Added Selling Defined • Value Added Selling Is Proactive • Three Dimensional • Product Philosophy

12. Value-Added Selling Defined • Value Added Selling Is Proactive • Three Dimensional • Product • Company Philosophy

13. Value-Added Selling Defined • Value Added Selling Is Proactive • Three Dimensional • Product • Company • Yourselves Philosophy

14. Value-Added Selling Defined • Key Point • 57% of the Buying Decision is Influenced by the Product Philosophy

15. Value-Added Selling Defined • 57% of the Buying Decision is Influenced by the Product • 25% by the Salesperson Philosophy

16. Value-Added Selling Defined • 57% of the Buying Decision is Influenced by the Product • 25% by the Salesperson • 18% by the Company Philosophy

17. Price Facts • Brand Counts Philosophy

18. Price Facts • Brand Counts • Market Leader can Charge More Philosophy

19. Price Facts • Brand Counts • Market Leader can Charge More • If you Charge More There is Perceived Value Philosophy

20. Price Facts • Brand Counts • Market Leader can Charge More • If you Charge More There is Perceived Value • Buyers Are Price Sensitive About the Necessities Not the Niceties Philosophy

21. Why Sales People Don’t Sell Value • Fear of Losing the Order • Lack of Confidence • Lack of Skills or Knowledge Philosophy

22. Customer Messaging • What and How You Communicate • Value Added • Quantitative Value Added • Qualitative Value Added Philosophy

23. Quantitative Value-Added NOW LETS HEAR FROM THE AUDIENCE Philosophy

24. Qualitative Value-Added NOW LETS HEAR FROM THE AUDIENCE Philosophy

25. Discussion Points • Value-Added Selling Philosophy • Value-Added Selling Strategies • Value-Added Selling Tactics

26. Penetrate the Account Deeply • Level I Decision Makers • Logistics Buyers Selling Strategies

27. Penetrate the Account Deeply • Level II Decision Makers • Concerned About Usage of the Product Selling Strategies

28. Penetrate the Account Deeply • Level III Decision Makers (HLDM’s) • Profitability and Cash Flow Selling Strategies

29. Take the Steps • Customer-izing • Buyers Not the Sellers Define Value • Needs Versus Wants Selling Strategies

30. Take the Steps • Positioning • The Way the Customer Thinks • It’s a Campaign • Face to Face • Every Company Owns a Position in the Customers Mind • Everything You Do Counts Selling Strategies

31. Take the Steps • Differentiating • What the Buyer Needs Not What the Competition is Doing • Presenting • Its All About The Customer • Sell To The Customers Needs and Wants • Use Value Added Sales Talk Selling Strategies

32. Take the Steps • Supporting • Process Support • People Support • Relationship Building • Tinkering • Ease Of Doing Business • Continuously Improve Selling Strategies

33. Take the Steps • Value Reinforcement • They Will Forget If We Do Not Remind Them Selling Strategies

34. Discussion Points • Value-Added Selling Philosophy • Value-Added Selling Strategies • Value-Added Selling Tactics

35. Gross Margin. Proactive Proactive Sales Planning The Sell Gross Margin Reactive Gross Margin $/mo Sales Prep Time Time Lack of Preparation Probing, Listening & Presenting • Pre Call Planning • Understanding Who You Are Selling • Proper Needs Analysis • Understanding Product Features • Good Presentation • Allows Customer To Dummy Down Product • Price Main Factor • You Are Defending Yourself Against The Competition • Defensive Selling • Upfront investment is most effective and efficient 1:4

36. Pre-Call Planning • What Do I Want To Accomplish • What Do I Want To Ask • What Customer Messaging Tools Do I Want To Use • What Obstacles Do I Anticipate • What Action Do You Want As a Result Of the Call Selling Tactics

37. Needs Analysis • Critical For The Sales Call • Although We Call On A Lot of The Same Accounts Needs May Change • Needs Will Vary • Buyer (Level 1) • Quality Assurance Manager (Level II) • Purchasing Manager (Level III) • General Manager (Level III) Selling Tactics

38. Pre-Call Planning • Sell To The Level Of The Decision Maker You’re Addressing • Sell All Dimensions Of Value • Product • Company • You Selling Tactics

39. Pre-Call Planning • Sell To The Level Of The Decision Maker You’re Addressing • Sell All Dimensions Of Value • Product • Company • You Selling Tactics

40. Pre-Call Planning • Sell Features and Not Claims • Facts That Describe • Machining Enhancements • Residual Stress Enhancements • Lot To Lot Consistency • Sell The Benefit of The Features Selling Tactics

41. Do the Math Selling Tactics

42. Pre-Call Planning • Commitment To • Providing The Best “BIC” Customer Experience • Continuous Improvement • the Distribution Channel • Providing The Full Range Of Aluminum Products • Providing A Full Range Of Technical Support Selling Tactics

43. Your Value • Your Commitment To Service • Access To Market Information • Product Training Resource • Broad Market Knowledge • Above All - You Are Their “Go-To” Person Selling Tactics

44. The Commitment Stage • Should Require The Least Time If Proper Planning Was Accomplished • 83% Of Your Time Should Be Spent Up Front (Probing, Listening and Presenting) Selling Tactics

45. The Commitment Stage • Selling Value Closes Deals Selling Tactics

46. Questions