Inline Plastics Playbook v2 JUL-21

Negotiating and Closing Best Practices What follows are some tips from the pros when it comes time to “Ask for the Business” – The key takeaways are to always be direct and honest, and to always go back to what makes Inline great – our unique value proposition and core messaging. • David • Be up front / honest / no sugar coating on what we can or cannot do • Provide other options that may meet their needs • Don’t be shy, ask for the business • Nathan • Providing options / choices • Pricing/packages • Product mix • Growth incentives / plans / programs • Demonstrate the problems they are having and assign loss dollars / cost of not making a change rather than “money they could make” • Talk about money they are losing • Make sure we are addressing the needs of all stakeholders • Understand our position/leverage. Have we shown a need for our value or that we could provide a solution that they need? • Understand what their position/leverage is. What’s their best alternative? • Understand the competitive product, apples to apples? • Andrew • Know your audience / Ask probing questions / Being confident in our position • Apply Personality Styles sales techniques and tools • Be a consultative helper • Be the salesperson they depend on

• Relationship first, sales second

• JC • Leak Test demo / put water in the container and keep it moving in front of them • Discuss the tamper evident containers and our leadership in that area • Rob • Leave wiggle room to come down on price • Break out the success stories • Listen and understand the customers’ needs and motivations • Price? • Problem solving? • Use everything you have learned up until the closing stage to uncover potential upsides or minimizing loss / pain points to empathize and put yourself in the decision makers shoes. By “peeling the onion” with probing questions and listening, you will better understand all the factors that will go into their decision • Make sure you are “comfortable being uncomfortable”..i.e anticipate objections or stalls and practice your response • Make sure you are addressing all stakeholders desires when closing • Don’t jump to closing (unless they open that door, grab the order) until you fully understand the audience you are closing and their motivations. • Utilize all possible sources within IPC to gain as much intel as possible regarding your competition and recent quotes they may have floated in the market or currently maintain at an account. An example of this would be when quoting on the Whole Foods bid, we utilized our distributor relationships to quietly gain intel on competitor’s pricing.

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