AICC Training (Cont’d from Page 7)
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FMN: Great message, particularly for the AICC. A complaint frequently heard in the corrugated/ folding carton markets is from people on the plant floor, the manufacturing side of the busi- ness, saying the salespeople make promises that cannot be kept because they do not understand the manufacturing process. Roberts : So, what if, one of the crazy benefits of covid is sales people learn how to be more consulta- tive?They learn how to sell based on value and not just price. They learn how their customers make money and they can speak the same language of their custom- ers, which is income, cost and all those are impacted. At the moment, salespeople just don’t know what they don’t know. We need to teach them new skills. When I was doing one training program we showed them what happens when you give a customer a five percent discount; here’s how many more units you are going to have to sell just to be even.That was an epiph- any moment for most salespeople.They didn’t mean to do that, but nobody had ever shared that information with them. And the outcome, we hope, is that as consultants, as almost individual entrepreneurs for the markets they cover, their decisions are going to be smarter, better for both their customers and their company. FMN: Do you find sales training crosses mar- kets? Every industry has unique challenges, but by and large do you find that training works in- dustry to industry? Roberts : I had this discussion yesterday with a CEO of a very large distributor of pipe valves and fittings. And the first feeling he had was, your generic stuff doesn’t work for my industry. Very quickly, I asked a couple questions: In your industry is it important to build strong business relationships? Well, yes. The re- search shows that 89 percent of executives feel that relationships are key to their success, but only 24 per- cent have a plan to do anything about it. So what do you say we develop a strategy to train your people to build strong business relationships? One of the things that’s a takeaway from this training is, at the end, they are actually going to get a template and they are go- ing to build a plan on what relationships they want to build in their market.And Ed and I are offering free coaching sessions, if anybody wants, after the program. What we’re looking at is, let’s cause engagement between managers and salespeople and strategically say, ‘I want to build relationships with these three ac- counts.’Where are we at today,who do we know there
To boost your market presence contact:
Greg Kishbaugh / 317-306-1060 / flexo@nvpublications.com
Robyn Smith / 910-553-4055 / rsmith@nvpublications.com
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Flexo Market News October 26, 2020 9
www.nvpublications.com
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