Sales HELP!

[Mobile Chicane]

Are you sure you haven't been handed a poisoned chalice?

If the territory was 'neglected' by your predecessors, there has to be a compelling reason for that, namely no opportunity.

However one has to think positively, and my suggestion to you would be to understand the reasons 'why' you're not getting a look in. I refuse to believe this is price.

Go back to your lapsed customers and ask them why they have gone elsewhere. Likewise, your loyal customers: why are they using you as opposed to anyone else?

[ST86Dave]

DSLiverpool said:

I might be able to help
Do you need to get specified to sell
If distys stock it will it sell over the counter
Are you struggling to get it on the shelf
Answer that lot please

Getting specified helps getting an enquiry, ultimately the contractors will use what they want as long as they either take design responsibility, or get it approved by the designer/consultant.

Distributors, at least the nationals, seem only interested in dealing with market leaders and people that throw around the most money/rebates/discounts.

[ST86Dave]

Mobile Chicane said:

Are you sure you haven't been handed a poisoned chalice?

If the territory was 'neglected' by your predecessors, there has to be a compelling reason for that, namely no opportunity.

However one has to think positively, and my suggestion to you would be to understand the reasons 'why' you're not getting a look in. I refuse to believe this is price.

Go back to your lapsed customers and ask them why they have gone elsewhere. Likewise, your loyal customers: why are they using you as opposed to anyone else?

Its a very large area, and I don't want to talk down about other people, but they majority of people I see comment on the fact they never seen anyone from our company. If they aren't seeing anyone, then why should they buy from us?

[DSLiverpool]

ST86Dave said:

DSLiverpool said:

I might be able to help
Do you need to get specified to sell
If distys stock it will it sell over the counter
Are you struggling to get it on the shelf
Answer that lot please

Getting specified helps getting an enquiry, ultimately the contractors will use what they want as long as they either take design responsibility, or get it approved by the designer/consultant.

Distributors, at least the nationals, seem only interested in dealing with market leaders and people that throw around the most money/rebates/discounts.

Ok you need head office help, you can't do this on your own but let's assume no HQ help.
For everyday consumable kit you need it on the shelf - saying it will be 2/3 days means the installer will use other kit
Target an Indy disty and point out that using your kit they can make a margin as it's not sold by plumb etc use a similar technique and target a owner fitter installer but not a one man band, point out if they quote your kit it's not so easy for other installers to price compare.
Have a sales incentive drive, I used football tickets to get disty counter staff on side careful how you do this.
Have training evenings or days at your new found favourite disty , find out the item they sell the most of and learn every aspect of why your is better.
Do specifier info days, don't be upset if 2 people come, stick with it, all the time supporting your Indy disty to the hilt.

Not knowing your kit means I can only be generic here but pm me if I'm on the right track and you need more info.

[Sheepshanks]

technodup said:

Sheepshanks said:

I wouldn't agree with that - I think it confuses people, and there's even a risk it can seem like deception.

Big businesses have many and varied job titles for what are essentially sales roles. Starting a call with "Hi Mr X, I'm regional sales manager for company Y" would switch anyone off.

Probably because "sales manager" always sounds like bullst. Sales managers are taken to meetings by their salespeople.

I say "I'm the sales rep for...". Everyone knows where they stand then - I'm a salesman and I want an order from them. Seems to have worked OK so far.

[allergictocheese]

If there are one or two dominant players in a market, people will often be open to talking to a new entrant as it's a fresh alternative. Dominant suppliers can become complacent and treat their clients badly. People continue to buy from them reticently because there is no decent alternative. Imagine how trapped you would feel if you relied upon Google for your business to run (and it is frightening how many companies are in this position).

A fallow territory is not an obstacle but an opportunity. If openings aren't appearing it's either or a combination of not enough attempts to contact people (effort), not asking enough or the right questions (quality) or not asking for the business in the right way (or often enough).

If the employer is serious about the OP as an individual, and the territory, they perhaps ought to consider putting him through some good quality sales training.