SWAY
This SWAY phase includes Introduction, Agenda, Value Proposition, Overcome Upfront Objections, and then a transition to Discovery.
What is Opening?
This platform, highlighted in our L&D updates, delivers certifications, onboarding, and seller skill-building — basically a digital gym for your sales muscles.
What is Allego?
SB.com and our JanSan capabilities outline this category as the foundation of facility hygiene, including disinfectants, sanitizers, all‑purpose cleaners, and degreasers.
What are Cleaning Chemicals?
This Breakroom category features everyday favorites like K‑Cups, ground coffee, creamers, and filters.
What is Coffee & Coffee Supplies?
GOJO is best known for advancing hand hygiene through this flagship brand, commonly used in healthcare and high‑traffic environments.
What is PURELL®?
In SWAY, Discovery is centered on uncovering these two things: the customer’s motivating need for change and their favorable emotional response to solutions.
What are PAIN and Hot Buttons?
This tool generates a prioritized list of customers and actions and is intended to be reviewed and worked daily by sellers.
What is I2A (Insights to Action)?
This JanSan solution area centers on towel, tissue, soap, and dispenser standardization to improve hygiene and control consumption.
What is Restroom Care?
Under Breakroom Supplies, this category lists chips, bars, candy, nuts, and healthier snack options.
What are Snacks?
This KCP innovation uses connected technology and real‑time data to improve restroom servicing, reduce waste, and increase customer satisfaction.
What is Onvation® SmartFit Technology?
In the SWAY Champion Role, sellers use short, creative, original statements to spark interest and differentiate themselves early in the conversation. What are these statements called?
What are WOW statements?
Which Power BI dashboard gives sellers visibility into account performance, buying categories, and year‑over‑year spending across their book of business?
What is the Regional Sales Metrics Dashboard?
Which JanSan approach helps customers reduce both waste and labor by standardizing products and dispensers across locations?
What is standardization?
Which Staples private brand provides workplace beverages and snacks—including K‑Cup® coffee—and serves as a lead brand in Breakroom consumable categories?
What is Pick Me Up Provisions™?
Which 3M system improves safety and consistency by automatically dispensing the correct dilution for cleaning chemicals?
What is the 3M Flow Control Chemical Management System?
During SWAY Discovery, sellers should rely on this type of question—using prompts like what, how, and tell me more—to uncover qualitative insight and surface customer PAIN.
What are open‑ended questions?
This AI‑powered tool is encouraged for FS sellers to summarize information, draft customer communications, and reduce administrative work—allowing more time for selling activity.
What is Copilot?
JanSan capabilities highlight this solution that standardizes chemical usage, reduces labor, minimizes waste, and supports consistency for single or multi‑site customers.
What is a Dilution Control System?
This Staples private brand covers plates, bowls, cups, lids, and cutlery and is the designated brand for disposable Breakroom products.
What is Perk™?
GP PRO solutions are positioned around more than product alone. Which capability most directly helps customers reduce labor time and improve consistency across locations?
What are high‑capacity, controlled dispensing systems (touchless where applicable)?
In the SWAY “Secure a Commitment” step, the pre‑close that sounds like, “If I could do X, would you do Y?” is used to test buyer readiness without forcing a decision.
What is a Trial Close?
Which dashboard is designed to show visibility into won opportunities and incremental sales, helping sellers understand how new business contributes to overall growth?
What is the Win Ramp Dashboard?
On staplesbusiness.com, products such as floor finish, stripper, auto‑scrubber pads, and wet‑floor signs are grouped under this broader JanSan category.
What is Floor Care?
The Total Coffee® Program includes no-cost brewers, installation, and service when customers meet this ongoing requirement.
What is a minimum monthly spend on Breakroom items?
Which Staples‑owned brand offers a full janitorial assortment designed to help customers standardize products and reduce total cost across multiple locations?
What is Coastwide Professional™?