Cambridge, ID | Houston, TX | Ellijay, GA
Also known as: DEStandard
KEY SELLING BEHAVIORS Targeted selling knows in advance of the sales call, accounts sales potential for product category(s). Prepared for sales call with appropriate samples, selling materials and sales data. Clearly articulate specific account opportunities in advance of the call and is prepared with specific agenda and key questions to ask. DURING THE CALL Sets stage for the meeting by first “connecting†w/ dealer on a personal relationship level by setting up purpose for the visit. Begin with open-ended questions aimed at better understanding strategic direction of account and how account differentiates itself from the competition. Asks specific questions to better understand products, product mix, product segments, sales potential, pricing and programs. Demonstrates effective listening skills by NOT interrupting, paying full attention and paraphrasing or summarizing the conversation. Based on the accounts needs and requirements, develops deals, programs and solutions to meet those needs. Provides solutions to retailer using a sound business plan. For example, focuses on real BENEFITS to the retailer, not just features. Also demonstrates how the account can make money by using gross margins calculations. Specialties RELATIONSHIP LEVELS - VALUE CREATED, Co-Producer - Impact Organization, Consultative - Impact Business, Product - Service & Support, Commodity Specifications, Sales and Technical Training, Unlimited Product Knowledge, Distribution Consultant
