DSRs—do yourself a favor and listen to this episode.
Listen to how Aaron prepares, finds the gap, and wins accounts before he ever walks in.
DSR of the Month: Aaron Neubauer: Prospecting, Winning Accounts, and Growing Your Territory
In this episode of DSR Live, Aaron Neubauer shares a simple but powerful approach to selling: prepare better, listen more, follow up, and look deeper into your customer’s business.
His success starts before he ever walks in the door and continues with how he builds relationships and earns trust over time.
Key Lessons
- Do Your Homework First
- Read Google reviews (best & worst)
- Study the menu
- Look for opportunities
Walk in with insight, not a pitch
- Visit as a Customer
- Eat there first
- Find something to compliment
- Start a real conversation
- First Call = Get the Next Meeting
- Keep it short
- Don’t sell product
- Ask to learn their business
Goal: Access, not the order
- Don’t Lead with Price
- Focus on helping them make more money
- Think profit, not pennies
- Find the Gap
Ask:
- “What do you like about your supplier?”
- “What would you change?”
That’s your opportunity
- Follow-Up is the Difference
- Don’t be perfect—be responsive
- Communicate and close the loop
This saves and wins accounts
- Start Small
- Be a backup supplier
- Solve one problem
- Earn more business over time
- Look at EVERYTHING
- Walk cooler, freezer, dry storage
- Identify items from competitors
- Build a better order guide
Opportunity is everywhere
- Stay on Top of AR
- Review early in the week
- Avoid last-minute issues
- Relationships Win
- Customers
- Drivers
- Internal teams
Everyone impacts your success
Action Steps
- Research 3 prospects online
- Visit 1 as a customer
- Ask 1 customer:
“Can I look at everything you’re buying?” - Add 1 new item (1 case) to a customer this week
- Follow up on every issue within 24 hours
Bottom Line
Aaron’s formula is simple:
Prepare → Listen → Find the gap → Follow up → Grow the account
One Line to Remember
Territories rarely grow because of one big account.
They grow when a DSR adds one new item—one case—to each operator’s order every week.
Be a Resource and SELL SOMETHING!!