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:
- Great Service
- Prompt Responses to questions
- Extensive Product Training
- Extensive Product Knowledge
All this above (and more) while at the same time:
- Generate Revenue
- Increase Growth
- Bring in New Business
- Be a team player
- ... well you get the idea
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!
How does one go above and beyond? What could those hero moments include?
- Recognition of personal events in your client’s life.
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.
- Find ways to make you customer look better in their bosses eyes.
- Help them understand what they are up against, what is their enemy?
slipping profits? wasted efforts? bad time management? Show them what their enemy is.
- Offer a solution to the problem!
Help them slay the dragon, be prepared to demonstrate you’ll be there with them until they overcome their struggles.
- Dig out vendor deals/promotions that provide the customer found money!
Because, we all know, money talks!
Here’s the Kicker… Make your customer the Hero too!
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.
In Fact… This is where the Blog comes in…
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!
Download quarterly incentives and rebates, view sell sheets and product information for RJ Schinner’s value brands, or browse vendor sell sheets and brochures (all in PDF format) on our Vendor Literature pages. Whatever resources are needed, you have easy access to everything all in one convenient place.
Access the Vendor Literature Pages Here
Access RJ Schinner’s Value Brands Product information Here
The Blog can offer answers to help you provide great service, with quick responses to questions and extensive product knowledge! There are even End-User rebates located there, which will give you an added edge in becoming a hero to your customer! The Quarterly Vendor Rebate Page has all of the Quarterly Vendor Promotions available in one place, so you can easily help save your customers money, making them look good in their bosses eyes.
This Quarter, there are rebates from Diversey, Clorox, Colgate, P&G, and Reckitt Benckiser.
Check out the NEW Q4 Vendor Rebates on the Vendor Rebate Page Here!
Your cape awaits…
© Copyright Kathryn Turner, All rights Reserved. Written For: DSR Sales Support Blog