Tutoring objective

Provides the learner with a solid understanding of the all products able to be sold and where they can be best applied. Almost every industrial product now has a technical component that customers need to understand in order to properly select and utilize. Non-technical salespeople without some basic knowledge of their products are held back from capitalizing on the full potential of the relationships they have worked hard to develop.

Who will benefit from this tutoring

• Account managers and salespeople who need to go beyond relationship building and know enough about what they are selling to hold a customer's interest.
• Sales managers who need their staff to better understand the product lines being represented.
• Staff working in distribution needing to wrap their head around a large number of SKUs from many suppliers.
• Will call & service counter staff that need to assist walk-in customers effectively so they keep coming back.

Areas of assistance

• Gaining mastery of your catalogs. Learn where everything is and what it is good for.
• Understanding the opportunity in your territory. Learn who needs which products and why.
• How to record what the customer needs so that you can get fast and effective support from the factory.
• Differentiating between products you have a lot of competition with and have to put in a lot of effort to win sales, products that will never amount to much sales and products that can get decent sales from decent effort.
• How product pairings in your lines can be more attractive to you customers.
• Creative ways you can sell excess inventory or slow moving products that your manager or your vendors need sold for relationship reasons.

What is Unique About This Tutoring

If you are motivated to learn your lines, you will be able to do so in a reasonable amount of time. Each product will put into an easily digestible story meant for a non-technical person to hear. Product training from the factory often lands up being a litany of features and specs. That will be skipped in favor of exploring what interesting things the product does and how it can be used by your customers.

Your tutor will have the patience to go through your catalogs page by page with you if necessary so that you can be a master of your product lines.