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Popular DSRLive show: John Martin of Martin Bros. Distributing Co. in Cedar Falls, Iowa provides words of wisdom to DSRs about selling the more difficult products. These are the products (for the most part) that you are not selling your existingcustomers.
The difference between a mediocre DSR and a great DSR is a willingness to put in the extra time to learn the tough product categories and to learn how they may work in your customer’s particular applications.
From a recent AFDR survey, DSRs said that the toughest items to sell are: Center of the plate, Equipment & Supplies, Chemicals & Janitorial, Disposables, and Produce.
Mr. Martin says that some DSRs have a tendency to go for the EASY SELL, but the REAL MONEY is always in the HARD SELL items.
Martin says the long-term result of a DSR learning the TOUGH product categories is much better relationships with customers because they know you care more and are willing to take the extra steps to learn these products.
IMPORTANT SUMMARY: DSR Dave talks about actively pursuing the training you need to succeed in your sales goals. Miesse says you need to search for the product training; you can’t wait for it to come to you. Use free and easy resources like the AFDR Product Library to learn more about products. You will see PIPs (product information pictures) with links directly to the product website for pertinent information. You will also see some PTVs (product training videos).
Manufacturers utilize AFDR’s product training program called DSRSmart to inform DSRs about key selling points for new and old products in brief videos. For example, if you really want to learn how to sell BACON, check out this DSRSmart training in the AFDR Product Library.
Access product information and training videos at AFDR.org by clicking the Product Library tab.
You can also access “Audio Sales Training shows” by clicking View Complete Archiveson the right side of the homepage under DSR LIVE shows. You can also access them by clicking the DSR PROGRAMS tab at the top.
DSRs, Be a Resource…
and Sell Something!
