Sales Process Steps
What’s the first thing you do before presenting?
Pre-Call Planning
What is a transition statement?
A phrase connecting buying motives to your pitch
What should you do when a customer brings up price?
Refocus on value and unique benefits
What solution addresses garment shortages?
Inventory Management with Garment Lockers
What makes our tracking system unique?
3-Way Barcoding System
What must you validate before starting your pitch?
Decision Maker and Buying Motives
Why do we summarize business objectives out loud?
To validate understanding and create alignment
How do you respond to 'We’re under contract'?
Ask about renewal terms and current issues
What solution addresses new wearer turnaround?
Vestis New Wearer Process with a 93.8% one week turnaround
What is the STOP model?
Repeatable Service Model for delivery
What’s the role of the trial close?
To confirm alignment and readiness to move forward
Name two elements of a strong solution presentation.
Issue identification and benefit validation
What’s one way to validate that an issue exists?
Ask if it's important enough to require a change
What does the VIP process solve?
Repairs and upgrades
What is EasyCare and what issue does it solve?
Shortages with consistent service
What are the 3 core phases of the VSS process?
Rapport & Discovery, Explore & Identify Pain, Close
When should you use a transition statement?
Before presenting Vestis solutions
What does a '+ / - bias' mean?
Knowing the customer’s current leanings or preferences
What do we offer for restroom supply issues?
Restroom Supply Services
Why is our Customer Portal a selling point?
It offers online access and transparency
What document helps guide your discovery questions?
The Pre-Call Form
Give an example of setting a requirement/benefit.
Is it important enough to you that...?
How can referrals help handle resistance?
They build trust and credibility with prospects
How do you frame the Vestis way vs. their way?
This is how they do it… this is how we do it...
Name 3 proof points that differentiate Vestis.
Inventory Control, VIP, Microbe-Reduction Laundering