Don't Enter Empty Handed

This idea seems simple enough, "never walk into a customers store without a sample." Yet the question can be raised as to how many of us are doing this on a regular basis?

If you are already doing this then great job but if you are not, give it a shot. The results can be many but among the most advantageous is the opportunity to talk about your products again and again. Our dealers and their RSA's are overwhelmed by the amount of representatives that may come by on a weekly basis pitching different products and promising many things. If you think that you have shown your product to your customer already you may be right, but the chances of them remembering your product is slim given the plethora of products they saw that week. You need to continually present these styles to your dealers in order to see effective results.

But don't think this is only a benefit to you or the company, this scenario is a win-win example. You win by getting your product in front of a dealer more often which may result in increased sales for that style and your overall package. Your dealer wins because you have jogged their memory about a job they were working on or you have helped them to add value to their business with a correctly placed style. I know we have all seen the reaction from our dealers when we have helped them recall a job they were working on. This accountability helps establish a stronger relationship with you and your dealer. They will see you care about their business and this should result in an increase in sales for all parties.

So remember, plan your week, know what you want to show and walk in with samples in hand to present your products with confidence.

Have a great sales week team!