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Charlie Greer's HVAC Profit Boosters - 1-800-963-HVAC
Topic: Sales
Training for Inside and Outside Distributor Salespeople
Course Title: Succeeding
in Distributor Sales
Course Description:
The material for this course was developed out of my own personal sales
experiences when working as an award-winning distributor salesman, my own
personal experience when working one-on-one with distributors, information
distributed by NHRAW and industry publications and, most importantly,
information taught to me by my mentor, who is no longer with us, but is legendary
as a distributor sales manager.
- "Relationship selling," which is what distributor sales is all
about, is all about information and time management. This course will
tell your people what information is important to know, and how to manage it
- Do you know how to determine a contractor's purchase potential? How do
you tell if a contractor is lying to you? His lips are moving.
Actually, he probably can't give you an accurate figure, so asking how much he
buys won't help. Charlie Greer will teach you how to tell a contractor's
purchase potential just by knowing how many service techs and installers he's
got
- Most people in this industry are reactive instead of proactive. Most
people in this industry don't discriminate between the "urgent" and
"important." Charlie Greer will tell you how to organize and
maximize your time for maximum profits for your efforts
- You're not going to believe this. I'm not sure I believe it myself,
but most salespeople in any field do not know the difference between and
feature and a benefit. No distributor salesperson has even been give me
ten features and benefits on doing business with their company before taking
this course. This course will lead the way for them
- Another, "I don't believe it": Most distributor salespeople can't
give me ten features and benefits of their major product line. So I'll
work that out with them also
- Getting more sales out of existing dealers
- Taking on new dealers without losing your existing dealers
- Who to target and why
- Who to stay away from and why
- Workbook.
Course length:
One-half day or evening.
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