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To double your sales, you need to clear a path so you can see what products (targets) you need to be selling to your current customers so you can build on the business and relationships you’ve already built!
Why is your business limited to the products you’re currently selling to the customers you already have?
Because you have not created the one tool that will help you to build upon what you are already selling them.
We like to call it an inventory list, or some call it an order guide.
Yes, that’s right, the good ole inventory list that you build (in or out of the company system) that has everything your current customers are purchasing from ANY VENDOR, I mean everything.
Nine out of 10 DSRs who I work with do not have a complete inventory list prepared for every customer they sell. And nine out of 10 of those DSRs wonder why that customer is only buying what they buy from them.
Most inventory lists that I see every week while working with DSRs is the one that your computer system generates from the items that you already sold to your customers. So, when your customer picks up your inventory list/order guide and walks around and writes in what they need, they only have the items on that list.
If you keep doing the same thing, you’re going to get the same results.
Your business will always be limited to what’s on the list you’ve prepared for each of your customers unless one of your competitors is out of something, then they might ask you for it. But that’s a crazy way to BUILD YOUR BUSINESS… waiting for your competitor to fail versus staking claim to those products up front by having them on your inventory list. Heck, they should be buying every product they use from if you stock it, but they don’t even know you carry them so they don’t know your item codes and even if they think you stock an item, they don’t know those codes!
This action item seems so basic, but I promise you it will clear the path to the target of growing your business in each of your current accounts. Having this kind of inventory list/order guide will make it very clear for which product to sample, quote a price on, do research on, and to talk to the customer about next week when you’re in there.
Take the time today to start building the ultimate and complete inventory list for every customer you’re currently selling and you will double your sales with those customers.
DSRs, Be a Resource…
and Sell Something!
