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| situation: |
A manufacturer of color matching systems
for use in home centers and mass merchandisers was facing a possible
slowdown in the growth of unit sales within these markets. The
client’s network of independent reps provided excellent sales presence
but often had difficulty presenting some of the system’s technical
features and the in-use and payback benefits of those features. |
| response: |
An interactive selling tool was developed
to provide the reps a vehicle that, in response to the target’s
possible objections, would direct the presentation through a dynamic
dialogue of payback benefits tied to relevant product features.
The interactive tool uses payback calculators for labor,
consumables, and investment to show how upgrades would produce
payback over current systems. |
| results: |
Driven by customer-side acceptance and many
early, chain-wide system upgrades, use of the tool soon spread
throughout the sales channel. The sales reps quickly integrated
the use of the selling tool into their selling process; simplifying
the upgrade of current customers and speeding the conversion of
target prospects. |
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