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 salespeople 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 a prerequisite Licensing Agreement and the use of two three 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. Salespeople 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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