How To Sell To Any Dealers Current And New, Get The Order Without Giving Discounts, Rebates or Trips… Even Though You Are Fighting Shelf Space With Giant Branded Competitors…
If you ask any sales person, what is their biggest problem when selling to dealers? What would they tell you? Price, brand, payment terms, our competitors is better. So how do you sell-in when your competitors offer better price, better brand with longer payment terms?
One day during our design consultation where we follow the sales people to visit their dealers before the training – we saw the sales person build great rapport with the dealers but was pushing only the lower-end products. The dealer also ordered a few fast-moving product but the sales person did not do any cross-selling on higher end products.
This is shocking giving the fact that the company have lots of products in their catalogues. Is this an issue for you? The sales people not cross-selling enough? This is not all the issues… We have seen some even begged for the sale saying “please support-la!”. What is the solution?
“We have achieved 23% increased of sales within 3 months .
Thanks Sales Ninja team!