Manufacturer Representatives Invest in Selling
Why Every Sales Meeting is an Investment that Benefits Everyone
For a manufacturer representative, making sales involves so much more. It really is about benefiting the most people at any time to make and maintain positive relationships.
…Most successful [sales reps] don’t spend any time selling, they invest time selling.
When I make that distinction, I’m not trying to be cute. I am absolutely deadly serious. What happens if representatives who spend time selling make a sale? Once that sale is made and the commission is received, the representatives are right back where they started, with nothing more to show for their efforts than a single commission payment.
When representatives invest their time selling one of their principal’s lines, they look at a much bigger picture than just the commission on a single sale, things like these:
▪ How will this sale build our relationship with this principal?
▪ How will this sale enhance our relationship with this customer?
▪ How will our strategy for this principal and this customer affect the other principals on our line card and other customers in our territory?
Read the full article by Charles Cohon here.