Rockcote Sales Guide

Setting your sales objective

1 Next Action Identify Needs

8 Resolve Site Issues: This may be a PI or a request to attend site to help manage a problem. Could also be offering general technical assistance from application/product point of view 9 Convert new applicator to Rockcote Visiting applicator who doesn’t currently use Rockcote, looking to convert them from competitor product (usually an applicator) 10 Customer Relationships: Customer whose business we already have though may decline if we do not keep regular contact 11 Increase wallet share of customer Current customer that splits their purchases across multiple brands, objective is to secure more of their business 12 Market intelligence: Gain, gather information regarding competitor products or info that is valuable to Rockcote business 13 Secure a supply agreement: This would include builder supply agreements

Better understand existing opportunity

2 Next Action Manage Objections Understand concerns 3 Next Action Propose Solution Put forward benefits to overcome objections 4 Next Action Close Deliver on promise 5 New Rockcote Brand/ Product presentation: Presenting product range to new applicator, brand to architect/ influencer – new business development meetings 6 Win specification – Project Specific: Through applicator, architect, builder, also winning substrate company

This may also include cold calling

Also technical support/product information to win project

7 Sell in new Rockcote product: Adding additional line in distributor or stockist

This may also include substrate companies in some situations to become a preferred product and system

Every meeting must have an Objective, Outcome, and Planned Next Action