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It isn't very often that you get to brag. But in this case, we have a couple successful sales strategies that paid off and we wanted to share them with you. Techniques learned in our Commercial Service Agreement Sales training course are largely responsible for these
successes.
If you have a sales success story that you would like to share, please email us at sales@optionsvi.com
and we will be happy to publish it in our next newsletter.
Mark Roberts - President
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Texas Style Service Agreement |
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Larry Zollinger of T.D. Industries knows how to sell 'em "Texas" style.
After attending Commercial Service Agreement Sales training in Dallas last December, Larry decided to take what he had learned and put it to use. Never mind that he was a rookie. He
was confident that his new approach was going to make a difference with this prospect. Here is Larry's story:
The most valuable thing was getting in front of the economic buyer with confidence and being real, not a salesman. "Everybody wants to buy and not be sold" This prospect
had no idea that I'm a rookie. I was able to put him at ease, ask some questions and get a ballpark I needed to be in. Though he never gave me a number, I'll just call it intuition or a gut feeling.
On the bidding side I asked a lot of questions of my partners who have had more experience with these endeavors. It was a collective effort, but I had to drive the bus, so to speak.
You know what they say, "Even a blind hog finds an acorn now and then."
The facility is an administration building; high-rise, multi-family type. They signed a full coverage, three year agreement for $75,000/year with a fourth year option. I arrived at
the close by being consistent in doing what I said I would do, and when.
Thanks for sharing my success. I hope I didn't use too many clichés.
To everyone's success in the future,
Larry Zollinger
T.D. Industries
Way To Go, Larry!!
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Steel Magnolias? |
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Rob Herd of A.M. Schwartz is no stranger to the industrial market. He knows how to cultivate the bed to make the flowers grow. In this case, however, they are steel magnolias. What??
That's right. Rob has been nurturing a stainless steel manufacturing facility for two years. He has provided many types of services, from emergency repairs to retrofits and change outs.
Rob and his crew are not squeamish about working in extreme heat. Not to mention the heights. Particularly when it comes to the overhead cranes.
At temperatures of nearly 130 degrees on the decks of the cranes, high above the furnaces, Rob and his crew tackled the toughest service, in the harshest of environments. When he finally
got the opportunity to meet with the Vice President of Finance, he utilized the Cost of Operations analysis which he learned how to do in Commercial Service Agreement Sales training. He was able to present cost justification for investing in a maintenance agreement that would reduce downtime, improve the
environment for the employees and save them money in the long run.
The result was a preventive maintenance agreement valued at over $290,000/year and a commitment to repair or replace any deficient equipment that would cause an interruption in the
production of steel.
Way To Go, Rob!!
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Contractor Development Series - 2007 |
 We are in the process of developing a training schedule for 2007. Below is a link to a page on our website that will give you an opportunity to select any of the available classes that you would like to host at your facility. We encourage you to consider hosting a training event as it promotes
great networking among contractors, as well as huge cost savings.
The link is: http://www.optionsvi.com/classroom_training.html
Please review the list and submit your requests for consideration. We look forward to hearing from you.
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Closing Thoughts...
In spite of early industry projections that 2007 will be a tough year for contractors, I predict that it will be a banner year. It is my experience, over the last thirty years, that the latter part of the decade has proved to be boom years. And,
if you're ahead of the game, you'll have nothing to worry about. How well will you score?
Review and evaluate your strategic business plan before you get too far into the new year. Check your scores early and take advantage of restructuring anything that looks like it needs attention, now.
I wish everyone great success for 2007.
Sincerely,
Mark Roberts - President
Contractor Support System
(513) 726-0168
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About the President |
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Mark Roberts, President of Options VI, Inc. would like to help you make the most of your business opportunities. |
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New Services |
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We have recently entered into an agreement with Acxiom to provide DrakeP3's and background checks. We invite you to look into our Human Resource and Personnel
Development programs.
Take advantage of these recruitment processes before you make your next hire.
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