Selling Skills Richard

D I SC Price Selling vs. Idea and Relationship Selling PRICE Idea and Relationship Selling

D I SC 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

D I SC 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

D I SC 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

D I SC 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

D I SC 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.

D I SC Be Proud to be part of TEAM SKANDIA

D I SC We “CAN” sell our products for more than our competition and in fact we should.