Today I’ll share a special 12-minute video of ideas to help you sell around today’s tariffs. Think this is a message your reps need to hear and discuss?
So how are all these latest tariffs impacting your ability to sell and support your customers? The reality is tariffs keep changing and impacting your selling efforts and customer relationships.
This message is specifically recorded for those in distribution and equipment sales. These are the industries having the biggest impact on what tariffs are doing for your customers and how you deal with it.
My apologies, but you’ll need to watch the entire 12-minute video to get all of the ideas being offered. A brief overview of my video suggestions include:
THE THREE TARIFF REALITIES WE NEED TO UNDERSTAND AND ADDRESS
1st reality – You need to be proactive offering your buyers immediate help to this tariff challenge. You can’t just wait for customers to call and ask questions.
2nd reality – Buyers won’t buy if they don’t know what’s going on. The more challenges, the more stress, the more risks, the more unknowns and the more pricing variances that are happening, the less likely the customer is to make any buying decision.
3rd reality – How you persuasively handle these issues is going to have a direct impact on your competitiveness and the loyalty of your customer, not just today, but into the future.
A BRIEF SYNOPSIS OF THE FIVE IDEAS BEING OFFERED
Idea #1 – Understand this is not about you. We need to be focused on our buyers challenges and pain, not our own.
Idea #2 – Increase your communication. If the customer is having hassles because of what tariffs are doing to their business, they’re going to be talking to somebody. If it’s not you, it’s probably going to be your competitor.
Idea #3 – Make sure your entire team is communicating the same message. We can’t have everybody in your organization sharing a different opinion of what they think is happening or how severe or challenging the issues are.
Idea #4 – This is not a time to share whether you think these tariffs are a great idea or feel it’s going to put us into a recession. The country is split 50/50 on this issue. Sharing your opinion could turn off half of your customers who have a different view than you.
Idea #5 – It’s critical to keep updating your buyers. We need to continue briefing them on what products they have exposed and have available US-made alternatives if they want to reduce their costs.
This is such an important time to come to the aid of your buyers, to show your support helping them with their challenges. This is the time to step up and be more proactive in how you show your buyers how important they are to you.
Seen enough to want to watch my video? My goal is to offer ideas you and your team can implement to help sell even more…no matter what happens with tariffs!
And please call me if I can answer any questions, or offer more in-depth explanation of how you can become an even stronger and more involved coach and leader of your sales team. It usually takes new ideas to generate new sales!