Concrete Accessories Training Module - BlueLinx

Selling Concrete Accessories
Overcoming Objections
Objection: “You cost is too high on tie wire, XXXX is selling me at 3% less than that.”
Solution: Go weigh their product to make sure it is the same spec as ours. This could translate for most items...the less
steel used in the final product, the less steel they are being charged for.
This is a sample we got from a customer
at only 2.75#, clearly out of spec
This is a coil of our SteelLinx wire,
meets tolerance at 3.25#
This is our Premium wire which
is a full 3.5# per coil
Objection: “You don’t stock everything I need, I can get from XXXX in a week.”
Solution: We have access to plenty of domestic fill-ins and possible transfer opportunities and have margin built in to cover
until we get import.
Objection: “BlueLinx is always in and out of metal products.”
Solution: As a company, Bluelinx has put a focus on growing metal sales and taking market share of program business.
We are committed to the SteelLinx brand and we control our own destiny.
Objection: “You say you are focused on this but this is new business and products for you. We don’t want to be your
guinea pig.”
Solution: We have done testing in other markets and these mills have been supplying product for a long time. We have
hired experts as Managers of Market Development to make sure we are bringing in good quality products into the right
markets.
Objection: “XXXX services me weekly, can you do that?”
Solution: We are hiring while many others are firing. Our metals team is on a continual path of growth. Additionally, we
have more locations than all our competitors. Our network of facilities and people make it so we can get to our customers
and take care of them right.
22