It was a half-century ago, 1964. The nation was still reeling from the impact of the Kennedy assassination. My family had just purchased a cool seven-passenger Chevy wagon. In spite of the hitting power of my hero Mickey Mantle, the St. Louis Cardinals had just overcome the Yankees in the World Series.
Let’s start with a premise. Your company is better, maybe even much better, than the competition. And since we’re done with that little nicety, let’s talk specifics. You are better for the following reasons… (Insert something real, measurable and substantial here.)
Research by industry consultant Brent Grover indicates the typical distributor invests more than $150,000 before a salesperson starts generating profit for the company. Think about this: that new guy out there struggling to figure things out is burning through dollars like a forest fire. Did this get your attention?
With this cultural background, is it any wonder so many salespeople burn their time servicing customers with little or no payback? To drive home just how pervasive this equal treatment for all ideals loom, allow me to relate a story. In distributors around the country, salespeople argue for technical support for customers lacking the potential to ever repay the investment costs of this precious commodity.
Many needed repairs that improve the performance of almost every air conditioning and heating system are overlooked during routine service calls. Let’s take a look at the most common repairs needed, as recently discovered by evaluating test data from 400 poorly performing systems....More