Uni Sales Process
What are the 3 components of Pre-Call Plan?
1) Pre-call plan form
2) Perfect Samples
3) Prospect Info
Set the Agenda
“Mr./Mrs. Prospect, thank you for your time today. Like I mentioned on the phone, we have been able to help _______, and _______ improve their image and reduce their operating costs.”
“I would like to ask you a few questions, feel free to ask me anything. Then it’s critical that together we take a look at your high traffic zones, supply closets, and restrooms. After that I will make specific recommendations about your program. If it all makes sense, we can get a program started for you today. Sound good?”
Name the 3 Components of our Corporate Culture
1) Principal Objective
2) Corporate Character
3) Management System
What are the 3 types of prospecting?
Phone block, OSV, Referrals
What is the mil thickness of our traffic mat?
A) 80
B) 90
C) 70
D) 110
B) 90 Mil
Name the 6 steps of Programmer Building Rapport
Set the Agenda, Validate Decision Maker & Process, Ask Program Specific Questions, Uncover BO/BM, +/- Bias towards Cintas and Industry, CINTRO
Name 3 examples of BO's and 3 examples of BM's
BO's: Growth, Safety, Profit, Retention, Sustainability
BM's: Soil/Sanitation, Image, Morale, Professional, Housekeeping cost, Employee turnover, Consolidation
What does Positive Discontent mean?
•We are never satisfied with the status quo
•We consistently strive to improve
•We are not grumblers or complainers
•We are constantly looking for opportunities to improve everything we do
How many dials should you make in an hour, which will lead to how many contacts, which will lead to how many NP per hour?
25, 8, 1
How many options of Chemical Products do we have?
Name them:
1) 18
2) FC1,2,3,4, Z1, GL1, RR1, DS1, DG1, OC1, SK1, SK2, Drain Line Maintainer, Zep Floor Cleaner, Zep Glass Cleaner, Zep All Purpose Cleaner, Zep Disinfectant, Zep Degreaser.
1) Shortages
2) Repairs
3) Upgrades
What is the M.E.E.T Process and explain each step.
•Magnify: To bring awareness to a specific program/opportunity
•Educate: Understand the how, the who, the why of current program – prospect is educating us. We ask questions to help them understand why this isn't working.
•Explain: We are explaining how our program works, tie in BMs/BOs here.
Trial Close: Gain agreement on the solution-get them saying yes early and often
What Component of Corporate Culture does our Policy and Procedures fall under?
Management Systems
What is the rule of 4 more?
Attaining 4 more NP's to be able to maximize your time in the field and be able to close more business.
What is the new Hi-Vis striping on the Cintas ProBrite Shirt called?
Segmented Heat Seal Striping
For a Large Target Opportunity, What are some national accounts that we can name drop in the Cintro portion of our presentation? Name 2...
1) Fed Ex
2) Amazon
3) Republic Services
4) Penske
5) Walmart
3 Components of the Close
1) Ask for the business
2) ECIR
3) Referrals
Name 3 traits of our Corporate Character.
•We are professional
•We have high principles and moral values
•We act with competitive urgency
•We have positive discontent
•We have a Spartan attitude
•We are enthusiastic
•We have a safety culture
Recite the FS Phone block script when in touch with the DM.
“Hello, my name is _________ from Cintas.”
I worked with several businesses in your area. And we now provide them with essential products to manage their facility."
“I can do the same for your company.”
“I am looking at my calendar… does Thursday at 8:00 or 4:00 work better?”
1) How many spray bottles can you get out of 1 container of Simple Shot.
2) What is the price per spray bottle?
1) 5
2) $2
What are the two objectives of the Tour - Probe Cycle
1) Gain Agreement that service issues exist.
2) Set program requirement for the next uniform supplier
3 Components of Referrals
Ask, Lead, Carrot
Recite the Principal Objective
“We will exceed our customers’ expectations to maximize the long-term value of Cintas for its shareholders and working partners.”
What does the "Perfect" reps schedule look like for the week?
10 OSV per day
16 NP per week
25 dials prepared per hour
If a Camp is paying $140 per case of 90 roll toilet paper at 500 sheets per roll, what would our case of Dual tp need to be to save them money?
$28 or below