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John Martin of Martin Bros. Distributing Co. gives DSRs some words of wisdom about selling the more difficult products. These are the products (for the most part) that you’re not selling your existing customers.
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.
DSR Dave talks about actively pursuing the training you need to succeed in your sales goals. Miesse says you have to go searching for the training; you can’t wait for it to come to you.
DSRs, Be a Resource…
and Sell Something!
