The Kahle Way ® Distributor Selling System
It's more difficult to be an effective,
productive distributor sales person today than ever before.
Yet most distributor sales people are woefully equipped to succeed in
this new, rapidly changing world. The vast majority of distributor
sales people have never been trained in how to do their job effectively.
-- the key principles,
strategies, processes and tools they need to excel at selling in the
21st Century environment.
Distributor sales people are often overwhelmed with the number of tasks
they must sort out as well as the number of "solutions" and "ideas"
available to them to help them do their jobs. They often default to a
reactive mind set, get locked into "ruts," and only use a fraction of
their potential.
specifically addresses this situation by focusing on the "key" issues.
Based on a deep understanding of the unique nature of selling in the
business-to-business environment, the system emphasizes those "best
practices" of effective sales people. These are the essential
principles, processes, attitudes and tactics that have been proven to
bring significant success. Thoroughly learn and implement the keys, and
everything else drives off of those behaviors.
The system focuses on instilling certain key competencies and processes
which can then be focused on ever changing circumstances. These
competencies include:
-
Sales people are taught to apply key critical thinking skills to create
strategies and tactics to ensure that they are always working in the
most effective, most highly focused way.
-
By instilling an awareness of certain key principles as well as a
familiarity with key processes, sales people are equipped to deal with
an ever changing array of circumstances.
- Key attitudes.
Sales people are taught the importance of certain key attitudes that
color all their behavior: Integrity, effectiveness, and customer
orientation are a few.
-
There are certain practices which need to be repeated with discipline.
These key disciplines keep the sales person focused on the most
important aspects of his/her job.
In the ,
sales people are taught to focus on nine key behaviors, clustered into
two categories, and to execute them with ever-growing excellence.
A
set of planning disciplines and tools that include:
1. Creating annual goals and
objectives
2. Prioritizing accounts to focus on the highest potential
3. Creating key account plans
4. Creating a monthly plan
5. Organizing for optimal use of time
Excellent execution of a sales call format that focuses on:
1. Learning about the customer
2. Deepening the relationship
3. Presenting products and programs
4. Acquiring agreement for customer actions
The complete program consists of
the use of two three-ring binders with a total of 16 CDs and materials for
16 unique lessons. Each lesson begins with a checklist of the tasks
needed to be performed to complete that lesson. sales people listen to
the CDs, and complete the exercises. Each lesson takes approximately 90
minutes.
Those who want to pursue our certification
program can purchase an optional exam.
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