Webinar: Become the Supplier of Choice Through the Solutions You Provide
August 24, 2020
1:00-2:15 p.m. Central
PTDA members-only webinars are open to all employees of PTDA member companies as a PTDA Member Advantage
About this Webinar
Zig Zigler once said, “You can get everything in life you want, if you will just help enough other people get what they want”. This is the basis for Solution Selling…helping your customers get what they want, so you get the business you want.
When selling solutions, the “value” you add can come from either products or services. And when your solution impacts your customer, it can impact up to four different aspects of their business: 1) Objectives, 2) Total Cost, 3) Performance and 4) Risk. The question is how do the solutions you offer impact these four areas, and how do you get your customers to see the impact? Most solutions impact multiple categories and the most powerful category today is Total Cost. But it is important not to forget the other three, because when you combine the four categories into a selling proposition, it can become a very powerful selling solution.
This webinar will look at how you can sell your total solution to your customers in order to capture the business and build a life-long customer. At the end of the webinar, you are invited to stay online for a fifteen-minute demonstration (optional) on Tim’s SalesStrat and Sourcing Strat software and how it can make the documentation process extremely fast and easy while providing a powerful sales tool. This demo will include an example around a product such as a self-lubricating (encased) bearing.
Tim has also served as an assistant professor at Texas A&M University in the Industrial Distribution program. He was involved in the Quality Management Process but saw a niche focused on building strategic relationships between industrial/heavy commercial end-user customers and suppliers. After leaving the University, Tim took a position with Red Man Pipe & Supply as their Strategic Alliance Coordinator and helped sell these relationships on a Total Cost basis. Tim is also the developer of two software programs for measuring and reporting savings: SalesStrat and SourcingStrat and is the author of two books: Strategic Alliances: Managing the Supply Chain, and Team up! Profit Up! Partners in Channel Cost Reductions.