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        Selling Skills

• Richard

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Price Selling vs. Idea and Relationship Selling
Idea and Relationship Selling
PRICE
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Sell on Price

• Puts you in the category with all the low end
  vendors
• Live by the pricebe prepared to die by the price
• Do you want to build a relationship with a dealer
  on mainly price?

Creates Limitations
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 Selling ideas

• Being competitive is important but cant be the
  bottom line.
• Sell Skandia Window Fashions not just product
• Give ideas on how to grow business with Skandia
  products
• Show how Skandia helps make the dealers job
  easier.
• Discuss promotional opportunities with Skandia

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 Developing Partnerships/Relationships

• -Become a window covering business consultant
• -You need to become an added value to your
  product
• -Do the extra little things
• -Build for the long term

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 Sell the Package

• Build your presentations with the Good Stuff.
• Allow the dealer to get an overall picture of who
  they are dealing with.
• Sell the features and benefits of Skandia as well
  as the products.
• The package makes pricing less important
• The package put the value on the District Manager

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 Selling Skandia Window Fashions

• One of the broadest selections of window
  coverings in the industry
• A company as good if not better than anybody else
  in our industry.
• Overall production, quality and service is above
  industry standards.

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 Be Proud to be part of TEAM SKANDIA
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We CAN sell our products for more than our
competition
and in fact we should.