Franke Hilson has a simple formula for opening new accounts that have been refined during his 19 years in foodservice sales, including the last seven years as a top Ben E. Keith DSR.
First, find a need that a prospect has that Franke can fill with his “Top 10” products that are always a differentiator. Never code out an order guide when asked. And hand-write a specific note on his business card that gets prospects to call him… even if the operator is highly loyal to a competitor. These simple steps have led to consistent success – and induction into AFDR’s Hall of Fame for March 2011. Listen to the interview below.
