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001. Pre-Call Planning Tactical Offense Clinic

Instructor: Don Buttrey

Level of Complexity: Foundational
8:30 AM - 11:45 AM

This clinic will teach sales professionals how to prepare and execute highly effective, consultative customer interactions. Salespeople can improve call success by this powerful pre-call planning process. Each attendee will receive a pre-call planning tool and prepare for an actual upcoming call during the clinic for immediate application! The will to win is not nearly as important as the will to prepare to win! The days of ‘winging it’ are over. Customers want professional salespeople who are focused and prepared. Sales interactions in a shop, across the desk, face-to-face, and on the phone are where sales are won or lost every day. Standardize your pre-call planning and customer interaction process with this ‘hands-on’ clinic!

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Strategic Pricing For Distributors: Tools and Rules for Building Higher Margins

Brent Grover

UID Book Store Covers

Experience shows that most distributors are leaving at least two percentage points of gross trading margin on the table. This translates into 2% of total sales. Many companies can ultimately achieve more. The improvement is attainable fairly quickly and has proven to be sustainable. Two percent is the difference between mediocre profit results and stellar performance!

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