 |
Don't be a one-trick pony. Too many reps earn their keep on juicy sales of just one Polywater product, leaving them vulnerable. Diversify your sales by using your presence with one product to cross sell others. Distributors desperately want to reduce their vendor count. You can help them with a simple question: "Would you like to add a case of ___ with your order?" Insert the product of your choice into the sentence, e.g., Grime-Away Wipes, CableFree Remover, BonDuit Adhesive, Type CG Cold Galvanizing, FST Foam, etc. The answer may be "no" more often than not, but when done repeatedly over the course of a year by competent inside and outside salespeople, success is the result. What do we mean by "competent?" A competent salesperson uses their grey noodle to suggest an appropriate product add-on for any given order, and uses their sales skills to gently overcome the inevitable brush-off and begin a meaningful dialogue in which both parties learn useful knowledge. So what's appropriate? Pulling cables with lubricant can be messy. Adding Grime-Away Wipes for cleaning up hands and tools is a logical fit (also true for our sealants and adhesives. Grime-Away is a good add-on for virtually any order!). BonDuit orders indicate conduit usage. Might they not want to plug some of those ducts with FST Duct Sealant or SolidSeal Duct Plug? Why would someone order CableFree? To reclaim duct, of course. Why? It's not for sentimental value; they want to pull in new cables--offer to add some Polywater or Dyna-Blue. SpliceMaster and PowerPatch orders hint at high-voltage work. Are these customers aware of Polywater's leading-edge live-line cleaners and treatments? Getting at the answer puts you head and shoulders above the sales mediocrity herd. |
