WELCOME TO THE WEBINAR SERIES!
Today’s event will begin shortly.
Work Truck Solutions and Ford Pro Webinar Series
January 15, 2025
Back to Selling (vs. Order Taking)
Hosted by:
Kathryn Schifferle, Founder & Chief Vision Officer, Work Truck Solutions
Peter Spitzer, General Manager, Dupratt Ford of Dixon
What is Unique About B2B?
…and Why Understanding Your Customers Is Even More Important Today
B2B IS DIFFERENT
Right Truck. Right Place. Right Time.®
1. Commit to Creating Value for Clients.
2. Seek to Serve Clients as a Trusted Consultant.
3. Reinforce the Company’s Competitive Advantage.
4. Regard Challenges as Opportunities.
Gartner predicted that 80% of B2B sales interactions between suppliers and buyers will occur in digital channels
…as early as 2025an almost 180-degree change!
Omnichannel
Our main emphasis now that the end of the year rush is over is focusing on being proactive and getting in front of our customers whether that is email, newsletter, over the phone or in person visit.
Omnichannel
Example of an email newsletter:
Welcome to the start of a new week Dave.
As we are now 6 weeks from the end of 2024, your tax advisor, CFO, consultant, or ownership may be interested in a year end purchase/tax deduction. Our inventory is vast.
We often deliver trucks across the country from NewYork, Chicago, Florida, Mississippi,Texas, to name a few. California deliveries are ongoing on a weekly basis to Southern California, Bay Area, Northern California and Central Valley….
Personalized
When appropriate
Know your customer’s business
Speak to their needs
Consultative
Types of questions that make a good consultant
Needs analysis
Consider model year and timing
Build rapport by doing a proper needs analysis with customers.
As truck experts, asking the right questions is important:
What job does this truck need to do for your company?
Will it be towing? How much weight? What kind of trailers?
How big of a crew? How far will their drives be?
Asking these types of questions will arm you with the proper information to find the best match for them.
Needs Analysis:
● How do you train your team?
● What do you recommend?
● Who are you hiring?
● Events?
Frictionless
Provide links
Right Truck. Right Place. Right Time.®
“Blue ocean strategists do not seek to beat the competition. Instead they aim to make the competition irrelevant.”
― W. Chan Kim
January 23-26: NADA - Booth #3370
March 4-7: Work Truck Week
March 3: Green Truck Summit
March 4-6: Booth #446
March 4: Inner Circle Dealer Lunch
March 5: Loungin’ on Thursday Reception 2025 1H Events
April 2-3: CV Business Summit - Spring Virtual Event
Bi-Monthly Schedule This Year
Next Webinar - March 2025 What Content Can Do
Webinar - May 2025 Using Multi-Channels