
	Friday Fax A Weekly Summary of Polywater^® News of Incredible Importance

Issue #510

Price objections are actually disguised opportunities.

Price objections--the bane of all salespeople--are actually disguised opportunities. They reveal a true buyer with a hidden need and a misunderstanding of our product's true value. Good salespeople ask the right questions to identify and cater to that need before caving in to low price. There are things that differentiate our lubricants from the competition and add value. Each of these, when properly presented to the customer, serve to increase demand and lower price pressure. Your mission, which you should accept if you don't want to self-destruct, is to discover what your customer finds value in--and then sell it. Following is a short list of value-adds unique to Polywater lubricants:

A short list of value-adds unique to Polywater® lubes.

Technical advice; superior product performance; cable manufacturer approvals; Pull-Planner^™ Software; application and installation tips; website loaded with MSDS's and other helpful stuff; liberal freight policies; low minimums; training videos; in-house and independent lab testing; scads of testimonials; decades of proven performance and reliability; free technical newsletters; consistent high quality; American made; homemade (no out-sourcing); Sharon Hindahl; white papers advancing the industry; local inventories; model specifications; fast shipping response time; most diverse line of product types and packages; expertise recognized even by competitors; good reputation; financial stability; fair credit and return policies; generous sampling and literature policy; side-by-side test results; patented formulations; attractive employees; merchandising racks; creative promotions; foreign translated literature; lube quantity formula; non-combustible residue; low solids; cable compatibility; UL and CSA approvals; meets IEEE P-1210 standard; cold weather versions; accessories like pumps, sprayers, spreaders, and gloves; temperature stability; slow drying; non-staining; most frequently specified lubes in the world; and spiff programs ... just to name a few.

The Friday Fax Editor's Joke of the Week

The Joke

New Preacher. A new pastor was visiting in the homes of his parishioners. At one house it seemed obvious that someone was at home, but no answer came to his repeated knocks at the door. Therefore, he took out a business card and wrote "Revelation 3:20" on the back of it and stuck it in the door. When the offering was processed the following Sunday, he found that his card had been returned. Added to it was this cryptic message, "Genesis 3:10." Reaching for his Bible to check out the citation, he broke up in gales of laughter. Revelation 3:20 begins "Behold, I stand at the door and knock." Genesis 3:10 reads, "I heard your voice in the garden and I was afraid for I was naked."

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American Polywater Corporation -- The world's leading manufacturer of cable pulling lubricants, cable cleaners, and MRO & construction chemicals.
P.O. Box 53 | Stillwater, MN 55082 USA
1-(651) 430-2270 (Voice) | 1-(651) 430-3634 (Fax)
1-(800) 328-9384 (Toll-Free US/Canada Only)