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SELLING TIPS:

Make sure you know the rules!!!

  1. MWI is short for Movers Warehouse, Inc.
  2. Before you get on the phone or begin your e-mail or fax campaign, EDUCATE yourself with the products you're selling.  You can call Richard or your direct supervisor/manager to get product information.
  3. Keep surrounding noises down!  You want a clear and quiet environment around you when talking to your customers, if on the phone.  If you have children behind you yelling to get your attention, or have dogs behind you barking, that will leave a negative impression on MWI.
  4. Network with other sales reps.  Exchange e-mails, thoughts, ideas and selling tips.  If you have a system that works for you, forward that on to another seller.  The more profitable we make all the sales reps, the stronger the company will be.
  5. SATURATE ZIP CODES... ONE ZIP CODE AT A TIME.  Don't call a handful of people in Naples one day and then another handful of people in Clearwater the next day.  This makes it very hard for us to manage deliveries.  The idea is to build territories as close to MWI's (zip code 33579) as possible.  Get as much business as you possible can before you move to another zip code.  Once you start selling to another zip code, stay with it until you've maxed out your opportunities and then move on to another zip code, preferably a zip code that joins with the zip code you just worked.  You can always go back and revisit a zip code.
  6. Build relationships for continued business - Don't approach buyers as a SALES PERSON.  You want to get the business, grow the business and keep the business, so get to know them on a personal level if possible.  Ask how the family is doing, how little johnny is doing in first grade and so on.  If you can reach your buyers on a personal level, you will win.
  7. 100% of your pay is based on a commission, which is paid out based on your NET income and the percentage earned on that NET income.
  8. When you're on commissions, you want to make money, so sell for max profit, but sell fair and with integrity.  If you can get more for an item then what is asked of from MWI, then sell at that price.  Just don't take advantage of buyers.
  9. Keep a master file of all customers that include full shipping address, contact name, phone, fax, and e-mail.
  10. Microsoft Outlook can be your friend.  Use it for your mail, contacts, notes, appointments and so on.
  11. Calling your customers at least once a week is ideal, but twice a month is good.  You can judge this as the buyer buys product.  You'll know who buys often and who doesn't.  Weekly would be a good approach to start with.
  12. Build your territories as close to Riverview / Apollo Beach as possible and work your way out.
  13. Building up a zip code is your best bet.  Saturate a complete zip code with any business you can offer before moving on to another.
  14. Your target audiences should be movers, self-storage facilities, budget and u-haul truck rental shops, contractors and industrial type businesses like warehouses and distribution facilities.  You also want to get cleaning companies, seafood companies, agricultural companies, bakeries, and so on.
  15. At no time can you sell an order that has a blended percentage profit of less than 25% before taxes and shipping charges.  If you have a guaranteed sale, contact Richard for approval.
  16. Whenever in doubt of a product or solution, call Richard immediately at 813.817.1221. You can never call too much, so call and allow Richard to help you.
  17. Buy yourself some businesses cards. They are VERY inexpensive.  You can get 1000 cheap online with VistaPrint.
  18. Sell $5,000 in gross sales each week and receive a sellers bonus.
  19. Do not give the farm away just to make a sale.  Maintain your profit margins.
  20. You should personally visit large and regular buying customers at least once a month.  Face time is good once in a while.
  21. Not all customers will share or have the same pricing, so have customer pricing handy at all times.
  22. NEVER NEVER NEVER reveal a source or direct a buyer to a competitor.  If you are ever asked where else the customer can go to buy our products, tell them you don't know.  NEVER OFFER A COMPETITORS NAME.
  23. Knowing your market is critical - If you don't know who your competitors are, you'll never make it.  Know the competitors in your area - Know their selling prices AND know their product line.
  24. Qualify your customers - When you qualify them, you're finding out what you need to know about the company to properly quote them a selling price.  Identify their usages before offering prices.  Larger customers deserve a discount, but small companies are used to paying a little bit more.  You may offer a price that's far lower than what the customer might ask for, so don't reveal too much too early.
  25. You can give out our standing pricing, but you should always ask where a customer needs to be for them to buy from you.  Don't just hand out price sheets like candy if you know what I mean.  You could be losing money.
  26. Always ask for a target price.  Ask "where do I need to be to earn your business"?  You will often find that the customers target price is higher than what you would have offered.
  27. Target areas by ZIP code.  This drastically helps build the company and keeps the delivery in a concentrated area.  The last thing you want to do is have one account in Naples and another in Jacksonville.  Pick a zip code closest to 33579 and work your way outside of that.  Make sure you contact every possible location in the zip code you're working in before heading out to service another.
  28. Sources for finding buyers can be found at www.SuperPages.com and www.YellowPages.com.  You can also find sources on Yahoo, Bing and Google search engines.
  29. When using www.SuperPages.com to search for business, all you need is a key word, such as mover or self storage and a city or zip code.  Then narrow your search to local places only.  You can tell SuperPages to only show businesses in that city.  This allows you to get a list of companies with a physical address in that zip code, not others that have businesses somewhere else, but service that area.
  30. Maintain your integrity 100% of the time.  Your customer may not always be 100% with you, but I expect you to always be 100% with them.
  31. The moving and storage business is NOT an honest business.  Movers will generally lie to you about pricing.  Not all of them, but most of them.  If you feel the buyers target price is well below what you're selling or what seems right, he/she is probably lying.  You will have MWI's cost pricing and will know exactly what that item costs, so use this document to your advantage.
  32. These companies will lie to get you to sell them something for nothing or to get rid of you.  KNOW YOUR COMPETITION.  KNOW WHO'S SELLING THE SAME ITEMS YOU SELL AND GET PRICE SHEETS WHEN YOU CAN.  KNOW WHAT YOUR COMPETITORS ARE SELLING AND AT WHAT PRICE.
  33. If you think the buyer is asking for pricing much lower than the norm, ask for an invoice showing what they pay.  Tell them that you want to beat their price, but need something to turn into your general manager (GM) as proof.  If I was being honest with you, I would hand that information over immediately.  If I were dishonest and wanted to lie to you, I would not provide that information.  The honest people will share pricing with you.
  34. Always ask your buyer what their usages are.  This means how much dollar amount of product they buy over a years time.  Again, some will lie to get a really cheap price.  They will tell you they do $100,000 a year just so you give them $100,000 a year pricing and then you'll be lucky to get $15,000 from them in a year.  It's a tactic many will use to squeeze you for what they can.  If for example you're selling tape at $22.500 a case and the customer is buying one case a month and claims to pay $15.00, you know they are not being honest.  Always ask for a target price before disclosing prices.
  35. If you want to market the kit boxes, this is a great seller that you can sell to hundreds of Realtors.  Each time a realtor sells a home, the realtor can offer a kit option to the seller.  You know the seller is going to need some level of boxes.  Even if the seller is being moved by a moving company, you can be assured the home owner will need boxes and packaging material of some kind.  Look up Realtors online.  When you find the millions of realtor web sites, click on the contact us page, and forward the kit box flier to them.  Just about all Realtors have a web page somewhere with their e-mail address.  Use these tools to get your material out.  Offer the realtor a 5% kick for buying them from you.  We'll pay the 5%.  It will not come out of your commissions.
  36. SEPARATE your customers into groups.  This is critical for your e-mail or advertising campaigns.  Categorize your customers as close as possible to their industry type.  If you are sending out a special for newsprint packing paper, you don't want that going out to your seafood customers.  If you're selling a line of cleaning product, you don't want that going to movers or companies that will most likely not buy this item.  Recommended groups can be movers, self-storage, distribution, industrial, seafood, retail (end users), wholesale, contractors or builders, bakery, grocery, agricultural, fruit and plant and so on.

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