A Knowledge Warehouse for Distributor Sales Representatives
by RJ Schinner · Published · Updated
What is a Hero?A hero (or heroine) is someone who is admired or idealized for courage, outstanding achievements, or noble qualities. The Hero is the star of the show, they overcome enemies, rise above, and triumph! As a field sales representative, one is expected to be a hero.
A Sales Representative is expected to provide:
All this above (and more) while at the same time:
We all know, that the above are expected services of a Sales Representative. But, to be a HERO to your customers, you need to go above and beyond!
de?This kind of information isn’t pulled out of the ether, you have to dig for it. It starts with asking, listening and paying close attention. There is no greater way to earn trust than to demonstrate you understand someone’s story.
slipping profits? wasted efforts? bad time management? Show them what their enemy is.
Help them slay the dragon, be prepared to demonstrate you’ll be there with them until they overcome their struggles.
Because, we all know, money talks!
While it’s important that you and your business strive to be the hero in somebody’s story, it’s equally important that you understand how to position your customer as the hero of your story. If you want customers to buy, you must tell a story where the customer is also the hero–not just you or your company.
Turn your customer into a major character in your story. Tell a story where you, your company, and your product play a supporting role in making the customer the hero. Only describe your company and products in the context of how a customer used them, or could use them, to win.
In short, make your customers into the hero of YOUR story as well as their own story. When those two align, you’ll make the sale.
Okay, so you need to be a hero, and you also need to make your customer a Hero. We can help you do that with the RJ Schinner Blog. It puts a wealth of knowledge at your fingertips, a single source for everything you need to sell more effectively. And you are here!
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