An overview of the contents on the audio podcast. Great sales tips!
- PROSPECTING -Joel has been in the same territory for several years and has been blessed with customers who will refer him or give him a name as a point of contact at prospects. 90% of the time somebody knows somebody!
- DSR Dave agrees with Joel that Friday is the day he likes to make cold calls because there are not many other DSRs out there doing that.
- When a prospect gets comfortable enough with Joel, he likes to buy a case of protein and take it into the prospect on a Friday before or right after lunch and cook for the staff. This has worked well for him, and the prospect and employees appreciate this action and the thought behind it. The thought counts most.
- Edwards always has something in his hand when making a prospect call. It could be some portions of a product he bought from one of his other customers, so he does not have to buy a full case. If he does not have a product, he takes in a sales sheet/POS.
- He says it is important to NOT just hand them a sales sheet without having tried to set up an appointment to come back. When he does get in front of them for the appointment, he always asks if it is still a suitable time, knowing how fast things change in this business.
- Joel tests the water as to how much the prospect is willing to listen to his background (having cooked in 28 restaurants, been a GM, etc.) and the mention of some of his other customers in the area. Edwards says that you’ll know quickly if that’s a good thing or a bad thing because it is competition, but competition brings success to all.
- He lets the prospect know he’s not looking for big accounts only, but for anybody that wants to be better at their business.
- Covid has forced DSRs to LEARN about new products and products they’ve had in inventory that they knew little about until now for substitutions.
- PASSION – DSRs must have the passion to take the time to look for items that are in stock, plus to contact customers with Outs as soon as you know about them. Have the same kind of passion that your customers have for their business.
- Selling EBRANDS (exclusive brands) versus National Brands has become much easier since COVID due to necessity from shortages.
Be a Resource and SELL SOMETHING!