Sales and Product Knowledge Training Program
Sales Process Guidleine
Demonstrating Features & Benefits
Mat Placements
The easiest way to demonstrate the effectiveness of the product is through
a trial program with effective mat placement. Rental mat service can be used in the following areas:
- Retail Stores Snack Bars Doorways
- Pharmacies Break Rooms Lobbies
- Rest Rooms Grocery Stores Restaurants
- Work Stations First Aid Centers Plant Entrances
- High Traffic Areas leading from the office to the plant
- High Spill Areas-Coffee Counters, Food Service Areas
With a trial, the prospect can make a decision without the pressures of a salesperson.
Additionally, a trial allows him to make a decision on his time table not yours.
When demonstrating through a trial, be sure to place the mat in an area where it will receive maximum exposure.
If you are selling to the buyer's sense of safety, place the mat in the plant where safety may be an issue.
If you are selling toward company image, place the mat in a high traffic area. If you are selling anti-fatigue,
ask to place the mat where the staff works most often. (Always look beyond the obvious placement of the front doorway.)
When competing against a direct sale product, move that product to another location and place your mat in its place. If the
prospect will not allow this, then ask to place your mat beyond his current mat to demonstrate the ineffectiveness of
the purchased mat.
When selling against competitive rental products, look for excessive inventories, poor quality and color fastness,
and frequency of improper delivery, excessive pricing and improper mat placements.
If the prospect is not convinced enough to allow the trial, a good technique to demonstrate the mat's effectiveness to hold
and hide soil is to pour salt onto the top of the yarn, and by rubbing your hand across the yarn, the salt will literally disappear.
Please take the time to visit our website at www.mountville.com This site will serve as a handy reference for all of the mat rental
products that are available.