Upturn Sales Strategies in a Downturn Economy. Customers will be looking to cut costs. Competitors will be cutting back on resources. Buyers will be looking at lower cost alternatives to save money. Only companies that can really sell their services will prosper! Learn how with ITC.

1. Upturn Sales Strategies in a Downturn Economy

2. THE ISSUES Being perceived as a commodity supplier and being constantly asked to reduce prices Not achieving access to The Decision maker Difficulty in Developing customer relationships to gain more business With over 30 years experience We will explore The formula For Success

4. It’s new sites & replacement business you want!”

5. More customer visits = More enquiries = More Quotes = More orders = SALES PEOPLE NEED TO VISIT EXISTING CUSTOMERS AND NEW PROSPECTS! More cash flow! £££££

8. Generic Pharmaceuticals “ All filters used in the pharmaceutical industry are validated!” “ NOT TRUE!”

10. BRAINS BREWERIES SELLING MORE KEG & CASK THAN EVER

11. Process Steam Food processors and packagers Tinned food Cooked meats Food Preparation Dairies Yoghurt manufacturers Vegetable blanching Steam generator OEM’S Autoclave manufacturers Steam sterilisation of bottling lines Injection of steam into Topicals

12. Soft Drinks Brewery Electronics Wine Generic’s Chemicals

13. “ Nothing much happens in business until somebody sells something!” “ Selling is the process of persuading someone to take an action they probably would not have taken!”

14. Who to target!

15. YOU HAVE ALL HEARD IT: “ The customers are happy with their current suppliers and doesn’t want to see me!”

21. How do I need to prepare? What am I going to say? How can I get the customer excited or worried? What’s Plan B

23. THE ISSUES Being perceived as a commodity supplier and being constantly asked to reduce prices Not achieving access to The Decision Maker Difficulty in Developing customer relationships to gain more business Want to talk with one of our Filter People? With over 30 years experience We can help you find the answers Tel: 08456 123 535 email: email@itc-ltd.net

24. DEFENDING PRICE MORE EFFECTIVELY THAN THE COMPETITION IS SUCCESS!

25. Understand the customers insecurity and risk perception Offer appropriate solutions Problems create opportunities Take customers from weakened competition