Upturn Sales Strategies in a Downturn Economy

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Upturn Sales Strategies in a Downturn Economy.
Customers will be looking to cut costs.
Competitors will be cutting back on resources.
Buyers will be looking at lower cost alternatives to save money.
Only companies that can really sell their services will prosper!
Learn how with ITC.

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Upturn Sales Strategies in a Downturn Economy

  1. 1. Upturn Sales Strategies in a Downturn Economy
  2. 2. THE ISSUES Being perceived as a commodity supplier and being constantly asked to reduce prices Not achieving access to The Decision maker Difficulty in Developing customer relationships to gain more business With over 30 years experience We will explore The formula For Success
  3. 3. <ul><ul><li>Customers will be looking to cut cost </li></ul></ul><ul><li>Competitors will be cutting back on resources </li></ul><ul><li>Buyers will be looking at lower cost alternatives to save money </li></ul><ul><li>Only companies that can really sell their services will prosper! </li></ul><ul><li>There is a need to look for new opportunities </li></ul><ul><li>Telemarketing is a low cost way of finding new customers </li></ul><ul><li>Filter cartridges generate Cash Flow! </li></ul><ul><li>Spend time on “new installations” AND on “selling retrofits” </li></ul>IN THIS CURRENT ECONOMIC DOWNTURN THERE WILL BE WINNERS AND LOSERS THE FACTS
  4. 4. It’s new sites & replacement business you want!”
  5. 5. More customer visits = More enquiries = More Quotes = More orders = SALES PEOPLE NEED TO VISIT EXISTING CUSTOMERS AND NEW PROSPECTS! More cash flow! £££££
  6. 6. <ul><li>Are you in these markets? </li></ul><ul><li>Chemicals/petrochemicals </li></ul><ul><li>Food & Beverage </li></ul><ul><li>Pharmaceuticals </li></ul><ul><li>Energy </li></ul><ul><li>Electronics </li></ul><ul><li>Bioscience </li></ul>
  7. 7. <ul><li>Markets that give an early return on investment </li></ul><ul><li>Breweries </li></ul><ul><li>Mineral Water Bottlers </li></ul><ul><li>Wine Bottlers </li></ul><ul><li>Generic Pharmaceuticals </li></ul><ul><li>Electronics </li></ul><ul><li>Veterinary Drugs </li></ul><ul><li>Cosmetics and Personal Health Care </li></ul><ul><li>Fine Chemicals </li></ul>
  8. 8. Generic Pharmaceuticals “ All filters used in the pharmaceutical industry are validated!” “ NOT TRUE!”
  9. 9. <ul><li>Branded Pharmaceuticals </li></ul><ul><li>Drug discovery cost </li></ul><ul><li>Drug development cost </li></ul><ul><li>Clinical trials cost </li></ul><ul><li>Marketing cost </li></ul><ul><li>Protected by patent </li></ul><ul><li>Market monopoly </li></ul><ul><li>High Costs </li></ul><ul><li>High Profit </li></ul><ul><li>Generic Pharmaceuticals </li></ul><ul><li>Little drug discovery cost </li></ul><ul><li>Just bioequivalent active ingredient </li></ul><ul><li>Some clinical trials cost </li></ul><ul><li>Generic labelling </li></ul><ul><li>No patent protection </li></ul><ul><li>Potential competition </li></ul><ul><li>Relatively Low cost </li></ul><ul><li>Relatively Low profit, depending on competition! </li></ul>
  10. 10. BRAINS BREWERIES SELLING MORE KEG & CASK THAN EVER
  11. 11. Process Steam Food processors and packagers Tinned food Cooked meats Food Preparation Dairies Yoghurt manufacturers Vegetable blanching Steam generator OEM’S Autoclave manufacturers Steam sterilisation of bottling lines Injection of steam into Topicals
  12. 12. Soft Drinks Brewery Electronics Wine Generic’s Chemicals
  13. 13. “ Nothing much happens in business until somebody sells something!” “ Selling is the process of persuading someone to take an action they probably would not have taken!”
  14. 14. Who to target!
  15. 15. YOU HAVE ALL HEARD IT: “ The customers are happy with their current suppliers and doesn’t want to see me!”
  16. 16. THE PRODUCTION MANAGER <ul><li>“ If it ain’t broke, why change it?” </li></ul><ul><li>“ I’ve been using my current supplier for years!” </li></ul><ul><li>“ I don’t want to make any changes to my process” </li></ul><ul><li>“ I’ve tried some other suppliers and they’ve let me down!” </li></ul>
  17. 17. <ul><li>“ I don’t determine what is used, only what </li></ul><ul><li>cannot be used!” </li></ul><ul><li>“ The filters we use have been validated!” </li></ul><ul><li>“ The process works, so why change?” </li></ul><ul><li>“ Send me your brochure and I will keep it on file” </li></ul>THE QUALITY CONTROL MANAGER
  18. 18. <ul><li>“ What’s your price?” </li></ul><ul><li>“ Can you supply all my filters?” </li></ul><ul><li>“ Do you carry stock?” </li></ul><ul><li>“ I’d have to get production to trial your product!” </li></ul>THE BUYER
  19. 21. How do I need to prepare? What am I going to say? How can I get the customer excited or worried? What’s Plan B
  20. 22. <ul><ul><li>Should we pursue this opportunity? </li></ul></ul><ul><ul><li>Can we effectively compete for this opportunity? </li></ul></ul><ul><ul><li>Can we reasonably expect to win an order? </li></ul></ul>THREE COMPELLING QUESTIONS TO ASK YOURSELF
  21. 23. THE ISSUES Being perceived as a commodity supplier and being constantly asked to reduce prices Not achieving access to The Decision Maker Difficulty in Developing customer relationships to gain more business Want to talk with one of our Filter People? With over 30 years experience We can help you find the answers Tel: 08456 123 535 email: email@itc-ltd.net
  22. 24. DEFENDING PRICE MORE EFFECTIVELY THAN THE COMPETITION IS SUCCESS!
  23. 25. Understand the customers insecurity and risk perception Offer appropriate solutions Problems create opportunities Take customers from weakened competition

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