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Power Transmission Distributors Association is...

the leading association for the power transmission/motion control industrial distribution channel, bringing together distributors and manufacturers.

Resources | Learning & Development | Seminars & Webinars | Webinar: Do You Know the Score of Your Customer

Webinar: Do You Know the Score of Your Customer?

October 1, 2021
10:30-11:30 a.m. Central


PTDA members-only webinars are open to all employees of PTDA member companies as a PTDA Member Advantage

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About this webinar:

When calling on key decision makers such as plant managers and owners, it's not about YOUR product, it's about THEIR numbers. But do you know the score of your customer? Do you know how they judge their business, the key scorecards and how bonuses are paid? You need to speak the language of business when you are with Mr. and Ms. Big. Do you know what to say?

This presentation will deliver the language of business and teach you how to use it on a sales call to help you have thought-provoking, sales opportunity surfacing conversations with top decision-makers.

Walk away understanding:
  • The Cash StoolTM and the three overarching positive business outcomes every business wants to achieve
  • Why every business wants to crack the treasure chest on its balance sheet
  • How bad costs destroy a customer's income statement
  • How discounting destroys your company's financial health
  • The three levels of profit and margins on the income statement
  • How innovation impacts your customer's numbers
  • Turbocharging cost reduction


About the presenter:
Mike Trattner is the founder and president of Excelerated Learning Systems. Mike's Financial FirepowerTM selling process helps salespeople put a dollars and cents figure on their value proposition. Prior to this role, Mike was a top producer for a sales training firm. He has more than 40 years of sales experience including roles at Colgate-Palmolive and National Data.