Competitive Selling
Presented by Benjamin Hart
nternshipTEAM “The Bare Tools of Better Selling”
The Customer & Environment
The Product
The Execution
MEASURE.
MARK.
CUT.
”If you know both yourself
and the enemy, you
need not fear the
result of one hundred battles” - Sun Tzu
nternshipTEAM The Customer
• Consultative Sales Process
Customer
Favorite Features
What kind of end user?
Application
Current Tools
Customer Inquiry Project: Ryobi 18V Ultimate Cooler
Industry
nternshipTEAM The Environment
KDMs Discuss added value
CommunicationEducating AssociatesTeam atmosphere
DiSC Profile:DominanceInfluence Di
nternshipTEAM The
ProductDemonstrating Innovation
Effective Product Demos
Milwaukee Cordless Fuel
nternshipTEAM The Product
Set Integrity CleanlinessOrganizationEffective Inventory
nternshipTEAM The ExecutionCross Merchandising
Increase brand awarenessFurther saturate market share
nternshipTEAM
Superior Customer Interaction Educational Experience Warranty Service ProcessingPeace of Mind
The Execution
nternshipTEAM “All About The
Results”Sales
Positive Customer FeedbackGreat experience = return customers
Auburn, MA 2015 $ 2016 $ YTD COMP %
OVERALL: $937,503 $1,148,332 22.49%
MILWAUKEE $355,699 $486,499 36.77%RIDGID $119,364 $126,362 5.86%RYOBI $220,052 $253,700 15.29%OUTDOOR $222,159 $267,768 20.53%
nternshipTEAM “Key Take-
Aways”
Applied to:
My Education:Time ManagementLeadership
Future Internships:Initiative is key Take all objectives are learning opportunities
Future Career:Consistent Communication & Team playerBe confident and assertive
nternshipTEAM
Questions?
nternshipTEAM
References
https://pbs.twimg.com/profile_images/2776809634/fea800db9dd6d68c9f5c5032ada7e323_400x400.pnghttps://wrapper2.s3.amazonaws.com/wrapper2Image/5115/1431805377.0276/logo.jpghttp://logonoid.com/images/ryobi-logo.pnghttp://payload.cargocollective.com/1/3/120935/1604947/Hart-Hammer-1C-Logo_1000.jpghttp://tott.hw.curationdesk.com/files/2012/12/Frane_Milwaukee-Buys-Empire_2.jpghttps://upload.wikimedia.org/wikipedia/commons/thumb/5/5f/TheHomeDepot.svg/2000px-TheHomeDepot.svg.pnghttps://register.ridgidpower.com/sign-inhttps://www.milwaukeetool.com/eService
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