Present the CSP to close the deal directly or secure a trial
- Present the prepared CSP Customer Presentation Deck, and tailor your conversation to their specific pain points uncovered in the Baseline Audit
- Be prepared to demonstrate the Ecolab Washer Process Monitoring System, including the customer portal, app, indicators, and indicator holders
- Bring applicable sample reports and chemical product samples
- Push to close without a trial, if possible. Leverage Risk-Sharing in CSP to drive the conversation. If customer still asks for a trial, ensure it lasts 4 weeks or less If customer still asks for a trial, ensure it lasts 4 weeks or less
- If a strong Champion has been secured, keep the Materials Manager informed in a courtesy visit. Otherwise, postpone the meeting with Materials Manager after the trial is completed
Conduct the CSP trial based on the scope defined
Review the CSP trial and prepare to close the deal
- Schedule a 30 min Planning Meeting with your regional FST, Tech Service, RSM, Area Service Consultant, and CAM (if applicable). Marketing and Training can be optional attendees
- Plan and prepare for the customer meeting to wrap up the trial
- Share the results of all the trialed Ecolab offerings and any benefits they received
- End the trial and prepare for deal close and full implementation