PowerBooster Series Sysco ™ Sales Leader PowerBooster Series Managing in the Productive Selling Zone Part 2

2 People buy from people who empower them.People buy from people who empower them.

agendathePoint  Products and services are only as valuable as the buyer, not the seller perceives them to be.thePlatform  Sell on value, not on price.thePlan  How to put the concepts learned into real action. 3

4 VALU Builder © V ERIFY A SK L INK U NVEIL Business IssuesReasons & CostsYour CapabilitiesProduct Using the information collected in the BIO© record the critical issues the prospect is facing. Ask the prospect: “Why do you think this is happening?” or “What have you previously done to address this issue in the past?” Determine only the reasons that your solutions can fix! Reason 1_______ Time? Resources? Dollars lost? Reason 2_______ Time? Resources? Dollars lost? Reason 3_______ Time? Resources? Dollars lost? Create a vision of how your capability will work. Corresponding Capability_______ ___________ If appropriate, reveal price. Summarize and get agreement

5 VALU Dear _______________, I appreciate the opportunity we had to meet last (day) and to discuss some of the current issues at (your company.) The purpose of this is to recap our meeting to ensure that I have captured the information correctly and to confirm our next steps. Your most important business issue at this point is: The reasons are: As a result, you are experiencing a substantial cost in: In addition to your department, this issue is also creating an impact on: because: You are looking for a solution to provide you with the capability to: In order for us to move forward, you indicated that the next step would be to: I understand that we need to do the following: I will call you on (date) to confirm: Sincerely,

6 Seller Role Play Summarize and get agreement

7 Buyer Observation Guide Summarize and get agreement

Four “W” StrategyFour “W” Strategy 8

Stand FIRM © Action PlanStand FIRM © Action Plan 9

Internal Cost Justification 10

11 Stand FIRM © Practice

Review 12 Products and services are only as valuable as the buyer, not the seller perceives them to be. Sell on value, not on price.

thePlan 13  Capture one key thought or new concept that you will take back to the job and implement.  Review your action plan with the person sitting next to you.