Sales Flashcards
(14 cards)
What does RBS stand for? What is the objective of RBS? What are the differences between Uniform RBS & FS Sales Skills?
Requirement Based Selling- The objective is to sell the business
What is the difference between selling to a renter account vs. a no programmer?
Programmers- Those prospects that currently utilize a uniform or FS service, NO-Programmers- Those prospects that do not currently utilize a uniform or FS service.
What are instances in which you as a Plant Manager could use RBS techniques?
Interviews, Performance reviews, Plant tours, To build value with the SSRs by selling the benefits of our production process.
Why is competitive knowledge important specifically as it relates to production?
Competitive knowledge allows us to understand those processes and methods that are unique to Cintas.
What is the impact of price per change towards profitability? What do we call it?
We call it Investment Ratio, and it determines how many weeks of revenue at a given price per change we need to recover our investment in the product and begin earning profit. The higher the investment ratio, the less profitable it is.
When might lower pricing actually be the most profitable thing to do in the long run?
Target selling. When there is strong potential for a target customer to grow rapidly.
What are the steps to handling objections?
ECIR- Empathize, Clarify, Isolate, Respond
What is the importance of cross-selling?
To leverage our relationships with our customers. Getting FS to uniforms or fire and safety.
What is the difference between a Business Objective and a Buying Motive?
Business Objective- Buying Motive- The reason the customer needs our service
How long is the standard contract for Uniform? FS? Ultraclean?
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What is a feature? An advantage? A benefit?
Feature- An attribute of the product: The shirt is made from comfort fabric. Advantage-Competitive attribute of the product because of its features: shirt will finish better and is more comfortable because of the comfot fabric. What the product does. Benefit- What the customer gets from the advantages and features of the product- Employees are happier with more comfortable shirts that finish well and present a professional image.
What is meant by the Enterprise Solution?
One company can take care of everything as far as facility services go. Offers large range of services and direct sales. Cross sell.
What is the Transition of Trust and why is it important?
It is when the sales team is ready to install an account and is ready to hand over the service department. At that time the SSR is introduced to the contact, the sales rep shows the SSR where all the product will go and set the expectations. It makes sure service is set up for success.
What is the Onboarding Meeting and why is it important?
Goes over the accounts that were recently installed as well as what is preparing to install. It is important because it gets everyone on the same page, sales will get garment updates, production will get updates for arrival of the new garments and when to load them.
