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DSRs, If Your Competitor’s Pricing Was The Same On Every Product As Yours was, Why Would Customers Buy From You?
Ask yourself that question because that’s what Adam Hittner, a past DSR of the Month, has to do every time he makes calls on customers who purchase cigarette products. Hittner works for a broadline distributor that sells a lot of C-Stores, therefore they carry cigarettes. In Nebraska, it is regulated that all cigarettes have to be the same price. WOW, can you imagine what your cold calls would be like if every product you sold had to be the exact same price as your competitors?!
DSR Dave asks the question, “Why would a customer buy from you?” Would it be because you look more professional, being well-groomed and wearing a tie? Would it be because you know more about the products you’re selling, or maybe because of the day of week your delivery truck is in their area? What could you do or say to a prospect to entice them to buy from you if you took price out of the conversation?
Try your 30 second sales pitch out today by stopping in a place you’ve been driving by every week.
Instead, skip the pitch and do some research on that prospect by stopping in and being a customer to see what products or services you and your company could provide that might help them. Then bring your pitch in at your next visit by stopping back in with a sample or a service solution.
Be a Resource …and Sell Something!