Why System:
The customer "does not have to buy into any company sales line" unless convinced of values you can deliver will meet or exceed their needs.  While at the same time being able to show them by using your company, workers, processes and management support coupled with a unique delivery network will insure their goals will be reached.  The system approach to cleaning delivers the best appearance value while reducing all operating costs. 

Objective:

To get or keep customer accounts.
Serve customers present and future needs.
To deliver values and benefits that will move the customer into your corner and generate an order.

Basic pre-sales steps:

Account pre-approach selection process.
Direct marketing responses
Referral
Solicitation
Account approach and pre-survey presentation.
1. phone interview for presentation
2. send pre-presentation material to stimulate strong interaction at presentation
3. present all values and benefits that target needs generated by phone interview
4. Ask to perform survey so a proposal may be generated to show possibilities


Find the customer driven needs so you can build around them ?

1. Short staff (generally working with to few workers at present)
2. Appearance
3. Need to reduce cost (expanded responsibilities without additional budget money)
4. Risk management ( slip problems Etc. )
5. Material management
6. Manager skills - (Program development, scheduling, process knowledge and training skills)
7. Employee skills - (Cleaning process knowledge, Product and equipment use and care skills)
8. Training needs
9. Cleaning time window
10. Workmen's comp. Claims
 
Where to start the System selling process:
Setting the stage for an successful sale during the On Location Survey 

Summarize needs and expectations with the Administrator, Director or Manager.
1. Lower labor.
2. Appearance improvement or consistency.
3. What's the motivator of the system need?

Discuss briefly corridor inventory and/or presurvey form. (Verify that all is consistent),
staffing levels (open positions, substitution of labor-one employee being pulled to do
another  job)

Looking for further detail - walk the building with a manager, identify additional
information needed, request needed materials.

Office meeting - Create a picture for the account management of:

Verbalize all the benefits that impact needs in "their world" as described in 1-3.

Find Any Of The following benefits that answer the Customer Driven Needs when ever possible:

A.  Appearance

1. Higher gloss
2. Cleaning quality levels enhance by predictable results.
3. No peaks and valleys
4. Reduce black marks.
5. Reduced burning of floors.
6. Floor conditions rebounds quickly after bad weather.
7. Chemical resistant.
8. Maintains a stable base of  finish.
9. Reduce surface damage of finish.
10. Increases depth of shine.

1. High Tech equipment and processes give 20%-40% faster production.
2. Logical building cleaning flow generates time savings by step reduction.
3. Team cleaning delivers faster results with less dead time.
4. Reduced projecting labor and product is a result of a consistent maintenance program.
   

1. Increase slip resistance.
2. Complete water pick-up.
3. Reduction of cord equipment that cause trip incidents.
4. Ergonomically designed equipment.
5. Improved safety mechanisms on equipment.
6. Improves worker knowledge on safe use of equipment and chemicals.
7. Reduces worker accidents.
   

D.  Material Management.

1. Produces consistent consumption rates.
2. Fewer workers mixing chemicals.
3. Extended finish life reduces consumption.
4. Reduced stripper, pads and sealer use due to less projecting.
   

E.  Set-Up, Service, Planned Maintenance and Asset Management.

1. Equipment delivered assembled and tested.
2. 24 / 7 service.
3. Planned Maintenance programs.
4. 800 support line.
5. Local distributor has vested interest in account.
6. Higher warranty Standards.
7. Quick availability of wear parts.
8. Factory trained technicians.
9. Training reduces repair needed.
10. Asset management support.

1. Training specialists.
2. Machine use and care.
3. All product support.
4. Related to all topics - labor, risk management, service, etc.
5. Task and schedule writing.
6. Training customized to location and site needs.
7. All facets of FloorCare and CarpetCare covered.
8. Hands on training increase employee expertise.

1. Better appearance results.
2. Increased productivity.
3. Lower absenteeism.
4. Increased pride.
5. Worker takes ownership of equipment/program.
6. Ease of use - machine design.
   

H.  Up To date Manager Training Increases Results In

1. Consistent Appearance.
2. Lower labor costs.
3. Enhanced property appearance brings positive feedback.
4. Support level.
5. Lowers micro-management.
6. Planned maintenance eliminates crisis management.
7. Turn key operation speeds start up.
8. Meeting the needed window of cleaning times improves relationship with facility staff.
   

1. Faster processes.
2. Fewer people needed.
3. Eliminate labor substitution.
4. Reduced project work.
   

1. Communicate the appropriate benefits to the account management team and workers for buy in and push up support.
2. Follow - up in a timely manner.
3. Ask for commitment from account manager.
   

1. Make sure key customer contacts are in attendance when proposal presentation is made.
2. Arrange proposal to show responsibilities, special needs, objectives, time lines, costs and savings.
3. Deliver a proposal that highlights savings and benefits giving greater detail to areas that answer their most important needs.
4. Have all support information prepared such as references, insurance etc.
5. Put all materials into a binder in the order you want present them to your potential customer.
6. Ask the potential customer for a date that a decision may be made.
7. Be prepared to follow up.