Sales Flashcards
What does RBS stand for? What is the objective of RBS? What are the differences between Uniform RBS & FS Sales Skills?
RBS – Required Based Selling–To Position products and services in a way that addresses the specific needs of the customer. Uniform RBS–UR Sales process (utilizes a probe cycle. FS Sales Skills–GFS sales process present as needed.
What is the difference between selling to a renter account vs. a no programmer?
“The questions you ask during the building rapport stage – for a renter you would ask program specific questions.
The tour – if you presenting to a renter then the tour would include the uniform exchange area & complete the PONC process. If you are presenting to a no programmer you may still take a tour but it would be more so to consult on the uniform needs.
The presentation – in a renter you are going to present Cintas uniqueness’s. In a no programmer you are going to present benefits to the employer, benefits to the employee, & how the program works”
Think of it as a customer who has a uniform program vs someone who does not.
What are instances in which you as a Plant Manager could use RBS techniques?
During a plant tour – highlighting the different steps of our production process that makes Cintas unique
Why is competitive knowledge important specifically as it relates to production?
Having an idea of how our competitors process works is important so that we can compare that to the Cintas process & highlighting why we are unique & why that process is important to a customer to resolve any issues they might be having.
What is the impact of price per change towards profitability? What do we call it?
25 week payoff for new product. We call it Investment Ratio, and it determines how many weeks of revenue we need to recover our investment in the product and begin earning profit. The higher the investment ratio, the less profitable it is.
When might lower pricing actually be the most profitable thing to do in the long run?
New renewal wihtout a change in garmnet status. Target selling. When there is strong potential for a target customer to grow rapidly.
What are the steps to handling objections?
E.C.I.R=Empathize, Clarify, Isolate, Respond
What is the importance of cross-selling?
“The leads are typically warmer because they are already familiar with Cintas.
Having multiple business lines in a customer results in less lost business. “
What is the difference between a Business Objective and a Buying Motive?
“Business Objective – Specific, measurable results for a company
Ex: Growth, profit
Buying Motive – motivation or influencers that result in a customer buying
Ex: convenience, savings”
How long is the standard contract for Uniform? FS? Ultraclean?
“UR/FS – 60 months
Ultraclean – 12 months”
What is a feature? An advantage? A benefit?
Feature= What a product is
Benefit=What the product does
Advantage=Benefits to the customer
What is meant by the Enterprise Solution?
We offer a wider variety of serivices such as FAS and Fire getting them involved in our territory. This creates a competitive barrier
