subject: The Way Sales People Can Use The Four Ps To Present The Firm As An Ideal Supplier [print this page] In order to present your organization as an ideal partner it is best to know your customer's needs to ensure that your offering can be tailor made to match them. To achieve this you'll need to find out on which point they are more flexible to consider you as a supplier. In sales training courses trainers typically use 4 'Ps' to describe the 4 primary points which form by far the most important considerations, at least in the area of business, in decision making.
The initial P stands for Profit. Underneath this heading comes every thing to do with setting targets on turnover, desired contributions to costs, discount rates, duration of negotiations and so forth. Your customer needs evidence of what you can contribute to the partnership by performing your side of the bargain in order that their profit and turnover are increased and the costs are decreased.
The second P stands for Peace. Your customers want security in the business relationship. Reliability and remaining true to the deadlines fixed in the contract are crucial to them. In short, they've peace and no problems throughout the lifetime of your business relationship.
The 3rd P stands for Pleasure. Without saying so, your client needs you to appreciate and respect them, and to see the company and products as something unique. They furthermore want to experience fun, pleasure and enthusiasm with their dealings with you.
The 4th P stands for Pride. Who does not need to be proud of their supplier and be able to say, we work with the company ABC whose products, for instance, have the ultimate in quality and technical levels?
The sales man or woman who asks the proper questions in the course of the sales meeting and who proves they are good listeners will find out the 4 Ps in varying levels of intensity in each of their clients. This is why asking questions and listening skills are key sales training elements.
Now it is down to you to present your organization as the 'better partner' available in the market. In doing this it's not essential that you always be one step ahead in each and every aspect of the marketing mix elements; it's more important that you manage to make clear to the customer that you'll be their perfect partner taken as a whole across all the individual areas.
Along with your sales colleagues and staff you should consistently check what strengths you've got in your entire performance package. You must carefully work out your particular attributes as 'Joker Cards' and make a connection between these advantages and your customer's known motives.
Once you have described the performance indicators, that's all the things which your organization is in a position to deliver, it is a question of pointedly directing the argument towards the motives of the negotiation partner.
In presenting your argument on the advantages of partnering with you, watch the following points:
The value of your products stands in direct correlation with 1 of the vital customer's needs.
The value is shored up by one of several product features, which at the same time relate to the customer's need.
The value of your product consists of an important advantage which the customer gets when they make use of the feature(s) of the product.
Taken together these elements first of all offer the customer with the true value of working with you. Individual aspects of this have little sense for your customer.
Finally, never forget that clients are more likely to require proof which shows the client that they actually will gain an advantage from the product. It's thus helpful to work out the advantages of your products together with your field sales people at their next sales training session in order that the entire sales team totally understands these advantages.
