The Sales Resource Center recognizes the unique, relationship-building requirements of distributor and dealer sales: repetitive sales calls made to a defined customer base, with a wide variety of products and services to sell.
We have created the largest body of content for this selling situation available anywhere in the world. If you want to Sell Better we can help. As of today, you'll find…
A 'best practices" behavior assessment for distributor and dealer sales people. Use it to assess your strengths and weaknesses, and create an individualized plan for improvement.
19 Clusters. Examples:
Making appointments
When the customer says he's 'happy with the current vendor.'
Penetrating key accounts
How to sell in a down economy
68 Pods. Examples:
Making appointments
When the customer says he's 'happy with the current vendor.'
designed to create new customers, more fully penetrate existing customers, and increase gross profit.
63 PIQS. Statements of problems, issues or questions from the sales person's perspective. For example:
Title: Preparing to handle the price objection. PIQ: I'm not sure how to respond when someone questions my price. Recommendations: Pod #: Pod-23, Cluster #: CL-11, Pod #: Pod-16, Pod #: Pod-42.
This allows the sales person, or the sales manager, to select learning units based on specific challenges and issues.
A growing number of Learning Action Plans.
Specific, step-by-step series of learning units designed to address a specific issue at the company or sales force level. As of today, we have 17 Learning Action Plans in The Sales Resource Center™, and more are added regularly. Click here to see the list.
For example:
Your Situation: My sales people are content calling on their regular contacts. They need to expand the business by creating new customers.
Our Solution: Learning Action Plan #3:
This allows the sales manager to create specific learning plans for an individual or group with almost no preparation on his part.
Exams and certifications for
First Steps to Success in Outside Sales
The Kahle Way® Distributor Selling System
These add a degree of professionalism to the sales force, and ensure that your sales people know how to do their jobs better.
How you can use it:
To train every new sales person.
Assign the course: First Steps to Success in Outside Sales.
Review the results.
As an option, require our certification exam.
To prescribe individual development plans for the sales people who need special attention.
Require the assessment.
Review the recommendations and assign a set of them.
Monitor the results.
Or: Use our PIQS or Learning Action Plans (LAPS) to pinpoint specific
training.
As a resource for sales training sessions which you facilitate.
Many of the Pods are designated by a "–t" in the number. This indicates a training pod, with specific directions for the facilitator to hold a one – two hour interactive training session. You'll have material for sales meetings forever.
To take the entire sales force through a sales system training course.
Require completion of the course:
The Kahle Way® B2B Selling System
16-session training courses
Part 1: Getting Ready (Five planning disciplines)
Part 2: Getting to it. (Four interactive competencies)
As part of a blended approach, meshed with a live sales training workshop.
Contact us and we'll design a custom program for you.
You will embed the behaviors and attitudes taught in the seminar into the mindsets and routines of your sales force.
To embed the Kahle Way® Selling System into your company.
What it is: A proven system to gain new customers, more fully penetrate existing customers, and add new gross profit in the next six months.
It involves:
Training the sales managers in the Kahle Way Sales Management System.
Training the sales people in the Kahle Way Selling System.
Orchestrating a set of action plans.
Those companies who have implemented it have reported a 4,050 percent return on investment in the first six months alone.
