Consultative Sales Will Help Distributors Stand Out Post-Pandemic
COVID gave us the ability to look at things in a different way and adapt. In a post-pandemic normal, distributors can truly differentiate themselves with a consultative selling approach.
In the second part of this two-part webinar series, Debbie Paul and Ian Heller discuss how to build a sales force that will differentiate by using consultative selling, including:
- The prep work required for salespeople to truly understand their customers’ businesses, including their processes, challenges, goals and more
- The advantages a knowledgeable salesperson has to engage with a customer that marketplaces don’t
- How effectively salespeople are able to engage with customers in key areas
- Changes required to create an effective consultative salesforce including training, incentive structures, segmentation and hiring
- How best to support a consultative sales team including technical resources and the right tools
Debbie Paul is Partner at Distribution Strategy Group. Debbie helps distributors identify and communicate their value so they can better serve and sell to their customers. At Newark Electronics, she oversaw the growth of small- to medium-sized high-potential accounts with results of over 10% growth in the first year, continuing in subsequent years at a rate of 15-20%. Ready to tap the full potential of your customer base? Contact Debbie at dpaul@distributionstrategy.com.