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Success Strategies For Indirect And National Retail

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Alan Hurd
Alan Hurd

Strategies for Gaining Client and Dealer Mind Share and Market Share.

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Success Strategies for Indirect & National Retail Alan Hurd 678-462-6000 [email_address]
Differentiation ,[object Object]
Building Relationships in Indirect ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Formal vs. Informal Relationships ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Winning Hearts and Minds ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Winning Hearts and Minds ,[object Object],[object Object],[object Object],[object Object],[object Object]
Nothing Happens without the DM ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Meetings: Recognize, Reward, and Teach ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
National Retail – Senior Field Visits ,[object Object],[object Object],[object Object],[object Object],[object Object]
Getting People to Want to Sell for You ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
WIIFM ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Strategy: Initiatives
Strategy: Indirect Rep Focal Points ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Strategy: Increasing Event Sales ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],CONFIDENTIAL
The Five Buying Decisions   They Occur in this Psychological Order:   1.        About you the Salesperson (Trust your integrity and judgment)   2.        About your company (Good reputation and deliver on promises)   3.        About your Product or Service ( Does it solve my problem )   4.        About your price (They want value)   5.        About the Time to Buy (When to replace the “worn tire”)   People buy because it’s clear to them that the seller truly believes in what his or her company offers. This conviction is more important to buyers than all the facts in the presentation.
Visibility Lower CPGA Recognition Money Growth Security Presidents Club Aspirations of the Company Self Satisfaction Personal Growth Success Breeds Success Be an Asset Reputation Build a Customer Base Company Health Leverage for Expenditures Be where Everyone Else Wants to Be IT’S FUN AT THE TOP ! ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Why Achieve Number 1 Status?
Thank You ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Contests and Incentives ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Contests and Incentives ,[object Object],[object Object],[object Object],[object Object]
Summary ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

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Success Strategies For Indirect And National Retail

  • 1. Success Strategies for Indirect & National Retail Alan Hurd 678-462-6000 [email_address]
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  • 15. The Five Buying Decisions   They Occur in this Psychological Order:   1.        About you the Salesperson (Trust your integrity and judgment)   2.        About your company (Good reputation and deliver on promises)   3.        About your Product or Service ( Does it solve my problem )   4.        About your price (They want value)   5.        About the Time to Buy (When to replace the “worn tire”)   People buy because it’s clear to them that the seller truly believes in what his or her company offers. This conviction is more important to buyers than all the facts in the presentation.
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