1. Welcome Sherwin Williams

2. Partners in Training 3. Nothing happensunless something is sold. 4. of mediocre and poor salespeoplesurveyedCount themselves asoutstanding or good performers.- Kinnaird Communications Group4 5. of customer loyaltyis created bythe top 25%of the sales force.5 6. The bottom 35%of any sales forcedoes not havethe entry level skillsto be successful.6 7. of the resultsare created byof the sales force.7 8. The best sales peoplehave the ability to finessethe contraries of influence.8 9. Empathy Ego -Drive Enthusiasm ExpertiseThe Four Es of Selling9 10. The Prime Characteristic ofTop Performing SalespeopleThe Four Es of Selling10Empathy 11. Why Empathy?11 12. When your client feels understood,she is more open to influence.12 13. The main work of a trial attorney is tomake a jury like his client.--Charles Darrow13 14. We trust people for whom we have anatural liking or attractionThe Law of Affinity14 15. Who they like Who like them Who are like them Who they think are like them Who think like them Who they think think like them Who understand themPeople Buy From People:15 16. 16 17. 17 18. 18 19. 19 20. 20 21. Its those traits that addressfundamental drive.Not just to earn money, but to providefulfillment through work activitiesIt all starts and ends with motivation.21 22. What are the common mistakes of ego-driven people?What are the actions of those with ego-drive?22 23. Humans have a need for more control orindependence.Using force or manipulation on anyonecan have the opposite effect.The Law of Polarity23 24. Empathy24CLERK USED CARE SALESPERSONPEAK PERFORMERPOOR . . . BUT NOT SO NICE 25. The emotional state that you arein while with the customer willinfluence their feelings about yourproduct as much as anything yousay.25 26. People buy emotions and sensationsand then justify with logic.26 27. the one that sounds goodand the real reason.There are two reasons customers buy:27 28. Believe in themselves Believe in their company Believe in their product Believe in the value of the customerBasis of Passion and Enthusiasm28 29. You cant sell products ideas, oryourself without the courage of yourconvictions.People are more persuaded by thedepth of your conviction that theheight of your logic.29 30. Speaking in a monotone Not helping the customer feel Selling features, not benefits Not customerizing Not involving the customerCommon Mistakes30 31. The passive persons emotions flowto align with the active personsemotionsThe Law of Emotional Flow31 32. If you are perceived asan expert oran authority,trust is automatically increased.The Law of Authority32 33. 33Hmmm. . . Is thisgood carpet? 34. Its about finding a product for a NEED,rather than a need for a product.34 35. o 4-5 you will sell xo 6-8 you will sell 2xo 9-12 you will sell 4xDo you have favorite products?35 36. ENTHUSIASM36CLERK INFORMATION NERDPEAK PERFORMERCHEERLEADERALL HYPE 37. Have the ability to finesse thecontraries of influenceThe Best Salespeople . . .37 38. 38 39. 39Almost 49% of all customer complaints were foundto be as a result of unrealistic expectationsIt is critical that salespeople understand the basicsof carpet performance and aesthetics. These 6major areas are the Pillars of Carpet Performance. 40. Fiber Engineering40Consumers buy the facethat is,what they actually see and feel.For consistent customer satisfaction,manufacturers spend about 70% ofinvestment dollars in the carpetsType and amount of fiber. 41. Fiber Engineering41 Nylon Triexta Polyester Olefin Wool 42. Fiber Engineering42 NylonDeveloped by DuPont in 1935 first used inwomens hosiery and then in WWII inparachutes.Until 1940s carpet was cotton and wool,nylon fiber made carpet affordable for all. 43. Fiber Engineering43 NylonCurrently there are 6 Generations of Nylon1. Soil could be seen due to round fiber2. Tri-lobal to hide soil3. Anti-static qualities added4. Soil/stain protection added5. Acid dye stain blocker (stain resistance)6. Softness The Evolution of Softness: 44. Fiber Engineering44 Generation 6The Evolution of Softness2005 2008Shaw Anso CaressStainmaster TruSoft12 dpf 9 dpf 10 dpf10 dpf8 dpf4 dpf4.5 dpf2012 45. Fiber Engineering45 The Nylon Advantage Clear colors Long-wearing Resilient Dye versatility Cleanable 46. Fiber Engineering46 Nylons Limitations Costs more than polyester and olefin Not as stain-resistant as polyester Requires topical stain and soiltreatment 47. Fiber Engineering47 TriextaA new class of fiberIn the mid-1990s, DuPont and Shellindependently developed an enhancedpolymer with: 48. Fiber Engineering48 Triexta - PTT The resiliency and durability of nylon The flexible dye-ability of nylon The inherent stain/soil protection ofpolyester 49. Fiber Engineering49 Triexta - PTT High molecular weight Kinked shape acts like a springRegular fiber Triexta fiber 50. Fiber Engineering50 Triexta So Special FTC made it a new fiber classification Not since 1959 had FTC created a newclassification for fiber 51. Fiber Engineering51 Triexta Finally a Fiber thatoffers: Better stain resistance naturally Better durability Better Softness Better environmental benefits Better customer satisfaction 52. Fiber Engineering52 PolyesterInvented in 1941 and developed for the next twodecades before it was used in carpet in 1965,PET (polyester fiber) is mainly made from petroleum.In 2012, Mohawk Industries recycled over 3 billionplastic bottles into polyester fiber.Polyester fibered should be scoured to removelubricants, but not all manufacturers take this extrastep so it will not attract soils. 53. Fiber Engineering53 Polyesters Characteristics Naturally stain resistant More crush resistant than olefin, butless so than nylon and triexta High melting point Will attract soil if unscoured anduntreated Economical choice 54. Fiber Engineering54 OlefinChemically known as, polypropylene.Invented in the late 1940s, but not used incarpets until 1960.Lightest commercial fiber and is hydrophobic.It does not absorb moisture. Stain resistant towater-based stains and dyes.Indoor/outdoor carpets are made of olefin. 55. Fiber Engineering55 Olefins Advantages Inexpensive Abrasion-resistant Moisture-resistant Fade-resistant Resistant to water-based stains &dyes Low static 56. Fiber Engineering56 Olefins Disadvantages Resiliency Fewer color options Flammability rating lower than nylon Low melting point (just sliding furniturequickly can cause friction burns) 57. Fiber Engineering57 WoolA natural fiber from sheep. Most wool carpetsinterlock long and short wool fibers. Themicroscopic fiber shows overlapping scaleslike roof shingles. 58. Fiber Engineering58 Wool Natural Advantages: A natural humidifier Scales keep dust near surface forvacuuming. Light scatters soil Resists burning 59. Fiber Engineering59 Wool More Advantages: Prestigious Excellent cover and bulk Resilient Versatile Flame-resistant 60. Fiber Engineering60 Wool Disadvantages: Expensive High-static Poor stain removal Allergenic Inconsistent quality 61. Fiber Engineering61 Extrusion of Synthetic FiberStaple vs. BCFWhile staple fiber has been a popular way tomanufacture carpet fiber due to bulk andhand, it is being used less and less.Technology has made Bulked ContinuousFiber(BCF) the growing industry standard. 62. Fiber Engineering62 Processing Staple Fiber- 7 Steps1. Blending Bales2. Carding3. Drafting4. Spinning5. Winding6. Twisting7. Heatsetting 63. Fiber Engineering63 Processing Staple Fiber- 7 Steps 64. Fiber Engineering64 How BCF is ExtrudedRaw materials are combined to creatpolymerized salt that is then extruded intosmall chips or flakes.Flakes are extruded into molten polymer andpumped down to the spinning machine.Some are trilobalSome are hollow filaments 65. Fiber Engineering65 How BCF is Extruded 66. Fiber Engineering66 From Pellets to Carpet 67. Fiber Engineering67 Processing BCF 2 Steps1. Twisting2. Heatsetting 68. Fiber Engineering68 Processing BCF 2 Steps1. Twisting 69. Fiber Engineering69 Processing BCF 2 Steps1. Twisting 70. Fiber Engineering70 Processing BCF 2 Steps1. TwistingAir Entangling: 71. Fiber Engineering71 Processing BCF 2 Steps1. Twisting2. Heatsettinga. Sets in twist memoryb. Makes dye-uptake uniformc. Makes bulk-memory uniformd. Sets the texture. 72. Fiber Engineering72 Methods of Heatsetting1. Superbra Continuous Pressure Cooker Steam heat and water bath2. Suessen Continuous Pizza Oven Uses dry heat no water 73. Carpet Construction73Carpet construction is probablythe single most importantfactor in determining how acarpet will perform. 74. Carpet Construction74Construction can be a verybroad term but this pillaraddresses only: Tufting Weaving 75. Carpet Construction75TuftingThe tufting process begins when measured lengths of yarn are fed offbeams or creels to become the carpets surface as they are sewnthrough a primary backing material. 76. Carpet Construction76TuftingCarpet is tufted upside down. The yarn feeds into needles throughtubes that go from the creel racks to the tufting machine. Theneedles, carrying the yarn, pass through the primary backing. Theneedles of the tufting machines needle bar form loops. A looper onthe backing materials underside (which becomes the face of thecarpet) then hooks the yarn and holds it down as the needle isretracted. 77. Carpet Construction77 78. Carpet Construction78WeavingWoven construction is the second most popular carpet constructionstyle. Basically, it consists of interlacing the filler yarns (ones on theface or surface of the carpet, also called the weft or woof yarns) withwarp yarns (the lengthwise yarns, held in tension on a frameor loom). Each of the many different weaving techniques gives adifferent appearance to the carpet. Axminster, Wilton, and Velvet aresome of the major weaving methods. 79. Carpet Construction79Carpet Styles 80. Carpet Construction80 81. Carpet Construction81 82. Carpet Construction82 83. Carpet Construction83 84. Color and Style84 85. Cushion85 86. Installation86 87. Installation87 88. Maintenance88 89. 1. Never drop in without an appointment.2. Find someone who knows the architector designer and get a referral, then(you) write a letter or call for anappointment.3. If you cannot reach a particular architector designer, and if it is at least amedium-sized firm, you may be able toschedule an appointment with theirlibrarian for product information.Calling on Architects and Designers89 90. 4. Present your most unique, fashionableproducts first. Start high and then movedown5. Find out the types of commercial projects inwhich the architect/designer specializes andoffer to return with specific products forthese segments.6. Carry spec sheets and any other informationthat backs up your presentation.7. Develop trust and rapport before any sellingactivity begins.Calling on Architects and Designers90 91. . . . Understanding peopleswants and needsmust always precedeany attemptto sell.Remember . . .91 92. 92 93. 93 94. 94 95. 95 96. 96 97. 97 98. 98 99. 99 100. 100 101. 101 102. 102 103. 103 104. 104 105. 105 106. 106 107. 107 108. 108 109. 109 110. 110 111. 111 112. 112 113. 113 114. 114 115. 115 116. 116 117. 117 118. 118 119. 119 120. 120 121. 121 122. 122 123. 123 124. 124 125. 125 126. 126 127. 127 128. 128 129. 129 130. 130 131. 131 132. 132 133. 133 134. 134 135. 135 136. 136 137. 137 138. 138 139. 139 140. 140 141. 141 142. 142 143. 143 144. 144 145. 145 146. 146 147. 147 148. 148 149. 149 150. 150 151. 151 152. 152 153. 153 154. 154 155. 155