Sell Money, Not Products
April 2012 DSR of the Month, David Ross, Hillcrest Foodservice Co.
Dave Ross is a 6 year veteran who generates $19 million in annual sales with 50 Cleveland, Ohio accounts. Dave started his foodservice career by working in the boiler room (Inside Sales) at Hillcrest and jumped at the chance to take over a DSR route, and the rest is history.
During his interview with DSRLive!, Ross praised the family culture that he thrives in while working at Hillcrest. Ross shares some great insights as to how he interacts with current and potential customers by being a business partner, not by trying to sell them more products. He also discusses how he continues to learn by “chasing knowledge” to ensure his overall sales success along with his customers’ business success. Being able to have the “walk away power” style of sales when price is the only thing on a customer’s mind, gives Dave a great sense of confidence in this approach.
NEVER STOP ASKING QUESTIONS of your peers or your customers because you should always be learning, and folks will be real glad you asked for their opinion.
Listen to the shows… and Sell Something!
