IPU Diesel Defence 2 Sales Support Book
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This document provides sales support materials for Diesel Defence DD50 and DD100 fuel polishing systems. It outlines email templates for common sales scenarios, techniques for handling objections, and how to explain the features and benefits using a feature-benefit-advantage framework. It also lists additional sales support materials available, such as brochures, presentations, photos and animations.
IPU Diesel Defence 2 Sales Support Book
- 1. Diesel Defence DD50 and DD100 Sales Support Book
- 2. P a g e | 2 Contents The ¡°Referral¡± email...................................................................................................................................................3 The ¡°Send Me An Email¡± email...............................................................................................................................4 The Elevator Pitch ......................................................................................................................................................5 The ¡®Not Sure¡¯ follow-up.....................................................................................................................................6 Objection handling....................................................................................................................................................7 We¡¯ve never had a problem with diesel contamination.............................................................................7 I already have a fuel polisher on my tank ......................................................................................................7 I want polishing but I don¡¯t want to pay that much ....................................................................................8 If I buy a Diesel Defence polisher why do I need ClearTank cleaning?..................................................9 Feature ¨C Benefit ¨C Advantage.............................................................................................................................10 1?m (micron) filtration .......................................................................................................................................10 1, 5, 10 and 25?m (micron) filtration options..............................................................................................10 Anti-rotational fittings ........................................................................................................................................11 Water-absorbing filters......................................................................................................................................11 7-day timer............................................................................................................................................................12 Alert systems.........................................................................................................................................................12 Touch-screen controller ....................................................................................................................................13 Zero down-time...................................................................................................................................................13 Sales support materials ..........................................................................................................................................14 Web Update service ...........................................................................................................................................14 Press release .........................................................................................................................................................14 Sales Support Book.............................................................................................................................................14 Email content........................................................................................................................................................14 Brochures and datasheets.................................................................................................................................14 PowerPoint Presentations .................................................................................................................................15 Photos.....................................................................................................................................................................15 Animations.............................................................................................................................................................15 Dropbox.................................................................................................................................................................15 Contact details......................................................................................................................................................15