Sample Opportunity (CONT’D FROM PAGE 66)
want you to simply recreate the box they are using or do they want something different? If so, why? • If they have a current solution, what do they like about it? Often, when asked this question, a prospect will re- ply with what they don’t like about the box they are cur- rently using. • Is there anything they’d like that they aren’t currently getting? • Is breakage and/or returns a concern? As a way of find- ing out, ask, “What is your cost when your product is returned from your customers due to packaging prob- lems?” • When will they be shipping their product using the box they are asking you to create?* • When do they expect to order the boxes?* • When do they need the sample delivered? (*Be sure to ask the previous two questions before you ask this last question because if you don’t, you will probably only hear, “ASAP” or something equally vague). Getting a real sense of the prospect’s urgency to get back the sample is important to, a, know if this is a serious op- portunity as well as, b, knowing if your plant can live up to the customer’s lead time need for the sample. You should always have an understanding of your plant’s capabilities relative to lead time for sample mak- ing so that you don’t over-promise or, more importantly, upset your own team. It is easier to negotiate the lead
that you have a serious chance of gaining the business. • What will be going into the box? Make sure you get a sample of the item that will be packaged. • How many of these items will be packed into the box for shipping? • Will the packaging solution also require inserts and/or packing material? • How many total boxes will they be ordering? How many boxes do they think they will need in a year’s time? • How will the box be packed? If possible, go out onto their plant floor and observe them packing boxes. You may see things that will help you find suggestions for greater efficiency. • How will it be shipped? (multiple boxes unitized on a pallet or packaged and shipped individually)? Common Carrier or on their own trucks. • If palletized, how will the boxes be configured on the pallet? Finding a more efficient palletization can lead to reduced cost and more product getting out for them • How many on a truck? • Where will they be shipped? If, through research or asking the prospect, you can find out who their cus- tomers are, you may develop a greater understanding of the pressures your prospect faces. • Does the customer have a current packaging solution? If so, get a sample of the box they are using. Do they
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Mark Neely Training and Consulting Services Over 20 years experience delivering Sales & Negotiation Training to the Corrugated Industry
Training Topics Include: • Prospecting • Trust Building and Differentiation • Sales Process Accountability • Negotiating Skills
Consulting Services Include: • Outsourced Sales Management • Building Cooperative and
Collaborative Teams • On-boarding of New Sales Reps
markneely5476@gmail.com 310-346-5476 www.markneelyseminars.com
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April 8, 2024
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