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.