Wolff Bros. Supply, Inc.’s Post

One of the areas of sales resistance we find when approaching a large corporation as a potential new customer is a logical one.... "We already have a procurement team and they negotiate our pricing. Why do we need Emerald". The one thing that team can't negotiate? Is the discount Emerald receives for its customers. Due to our volume approach and varied product lines, we can operate at a lower commission tier than a traditional broker or single product salesperson. In essence, Emerald is giving our customers a rebate on our earned commissions to make their security projects more affordable and beat any other pricing. The other benefit is that Emerald already has industry connections and partners, attends trade shows, and live demonstrations, things that cost a buying group unnecessary time and money.

The direct selling industry involves selling products or services directly to consumers in a non-retail environment, often through independent sales representatives or distributors. It bypasses traditional retail channels, relying on personal relationships and demonstrations to promote and sell products.

What's the best way to demo a service? Over the years I've delivered and seen a lot of demonstrations of products and services. 💎 Some are excellent because the service being demonstrated fits the bill 100% 💎 Some are excellent because the client is engaged (no - not to be married, engaged in the demonstration) 💎 Some are excellent because the person doing the demonstration really understands the client and what the client is after. 🍀 Some are awful because they trust in luck and hope that their demo gets it right. 🍀 Some are awful because the demonstrator has the "diagnosis" ready before the client describes the "symptoms". 🍀 Some are awful because the demonstrator won't let the client get a word in edgeways. So - with these points in mind, what is the number one thing you can do to prepare for a client demonstration? That's right - you cultivate your compassionate curiosity. If you're genuinely curious about the world around you and about helping people to do their job to the best of their abilities, you'll find that your customer engagements go a lot better. And you won't actually have to "demo" a product. You can help a client arrive at a solution that helps them. Obviously a deep knowledge of the products is something you can't skip, that goes (or should go) without saying. But don't stop at that. Be curious about the people you're going to meet. Put it this way: who would you rather buy from, the product-jockey or the person who actually helped you? #mondaytips #sales #upstream

In college, Paul, the founder of Be Pro, honed his sales skills by selling over $50,000 worth of knives through in-home demonstrations. As an assistant manager, he played a pivotal role in training sales representatives in the Orlando office, resulting in sales exceeding $1.6 million under the leadership of Ananth Ganesan. At the core of Paul's sales philosophy lies the principle of assuming the close. You don't ask Mrs. Jones if she wants to buy the $1,000 set of knives, you assume she does because: a) You did a great knife demo b) They have been qualified for a demo in first place c) You believe in the product as well The question you ask her is "Would you prefer the set with the table knives or not?" Rather than asking if the customer wants to make a purchase, Paul would ask confidently assuming they do. When engaging with customers, Paul suggests framing questions in a way that presupposes the sale, such as offering choices between different product options. This approach allows customers to express any reservations or objections they may have. Applying this principle extends beyond traditional sales scenarios. In the realm of agency management, Paul advocates for a similar mindset when presenting pricing to clients. By sending invoices with the expectation of full payment upfront, agencies can gauge client preferences and address any payment concerns proactively. So, how can you incorporate the "assume the sale" mindset into your sales and pricing strategies? Share your thoughts below! #SalesTips #AgencyInsights

Experience Excellence at OTC: Visit Mitutoyo and Authorized Distributor GageMaker at Booth 1885! Join us at the OTC show to explore a wide range of top-quality measurement solutions from Mitutoyo, presented by our authorized distributor, GageMaker. Visit Booth 1885 to discover how our combined expertise and advanced tools can enhance your operations. Highlights at Booth 1885: • Expert Collaboration: Mitutoyo’s precision instruments alongside GageMaker’s specialized expertise. • Product Demonstrations: Experience the functionality and precision of our tools with live demos. • Tailored Solutions: Get personalized insights and solutions for your specific measurement challenges. Our teams are here to assist and demonstrate the benefits of integrated measurement technology designed for the oil and gas industry’s demanding needs. Don’t miss this opportunity—stop by Booth 1885 to see what we can achieve together! #OTC2024 #Mitutoyo #GageMaker #PrecisionMeasurement #PartnersInPrecision

Mastering the Art of Sales: Strategies to Transform Prospects into Loyal Customers Find the sales secret! Master product or service demonstrations to captivate your audience with their distinct features and benefits. Its solutions should be highlighted to appeal to your target market's wants. Genuine interaction, client testimonials, and excellent after-sales assistance build trust. It's about producing value and establishing connections, not simply selling. Step up and transform prospects into loyal clients! Product #Service #Sales Strategy #CustomerEngagement #ValueCreation

If you import or export in containers it is reasonable to review this video - consider (and I know you may not be moving mesh) this style of load restraint - Cargo Restraint have many good container restraint options and this can help you ensure compliance with Safe Works document page 6 Guide for unpacking containers where it says "Ask your supplier for a packing plan that includes a list of items, the weights of items, where items are placed in the container and how the items are restrained. This information will help you develop a safe system of work for unpacking prior to the container arriving on site. " Cargo Restraint can help in Australia and have partners globally that can see your suppliers - so ok now you have no excuse as this is your solution. So as a PCBU ensure you complete your "Due Diligence" to be compliant under Safe Work and the HVNL. If you are (or use) a packing/unpacking depot how have they reviewed this risk and when you used your "Influence and Control" to pick them - and yes you do use your influence and control and better understand this wording - how did you ensure they were safe and not just cheap. When you are organizing loads how have you done your risk management to meet the Safe Work requirement (and look at the Dandenong Roll over Case - if you want details let me know) what steps are you taking and how do you check this?? Michael Harvey Jennifer ROTILI

Again - spot on - and questions the idea of general tradeshows, where you obviously can't tailor all demos to each use case... Learn from Gee Ranasinha - his knowledge, experience, and explanations are secondary to none - so listen and learn :-) #INKISH #Printing #PrintingIndustry - and btw., you can meet him at our #NonEvent24 :-)

What does our complimentary "ongoing support" include? Here is just one example. Today we assisted one of our customers with a new loading configuration for their steel mesh products. Whereas this was previously loaded and secured on flat racks, this time the shipment needed to go in 40" Open Top Containers. One of our team visited the customer and assisted with the new loading configuration. He demonstrated the location, best and fastest way to pre-install the lashing system, and provided training for their team. Onsite Training, demonstrations, picking our brain, designing 3D loading plans, providing the latest info on international rules and regulations and much more, are always available and complimentary for our customers. For expert advice and ongoing support you can trust, get in touch! Here is a short video of the process of loading mesh in an open top 40" container. #safeshipping #containersecuring #cordstrap #cargorestraintsystems