Dear ______:

You already know that mid-sized companies like yours (twenty to eighty million in sales) are finding it harder to sustain improvements in growth and profitability in today’s slowing business cycle.

To leverage the limited manpower training resources of these clients (who must get their geographically distant distributors to sell their products), we have created three tracks of dealer (channel) education:

1. Basic sales and marketing training. This includes hands-on seminar training sessions and copies of the three sales and marketing books we have published:
1. Smart Selling –Twenty lessons that have helped thousands to earn millions.
2. Smart Telemarketing – How You Can Turn Ordinary Telemarketing into Extraordinary Income.
3. Smart Marketing – What Big Companies Practice and You Should Learn About Marketing, Branding and Business Development.

(More information about these titles are available at www.salestipwebsite.com)

2. Industry specific advanced training through our customized STEALTH CHANNEL TRAINING PROGRAM (tm). Currently, the program is comprised of five selling tools in handbook format, customized for each client. They are:
1. Solutions Selling – How to solve communications business problems using your specific products instead of simply selling commodity hardware.
2. Sales Engineering Interview Questionnaire – A booklet fill-out form that teaches the basics of "fact-finding as the sales person fills in the questions needed to propose your specific solutions.
3. Overcoming Objections – How to answer those difficult questions raised by your competitors and win more orders.
4. Relationship Selling – How to sell your systems in a competitive market by building relationships.
5. Prospect Profiling – How to identify prospects that are clearly better off owning your products than any other systems.

 

3. Customized and standardized distributor sales proposals to better compete with the biggest brand companies. Our experience is that every distributor has a different size, weight and quality of proposal. Some do a great job, while some are just too embarrassing to be taken seriously for bigger sales.

We provide a series of tools that assist the distributors of our clients to increase their sales without forcing them to attend classes, or make other time and money commitments (although we provide class training for those who want it). Each of your distributors receive enough copies to self-train their sales people. They are incented to send back the completed field questionnaires, so you can better understand what is going on in the field, why you win orders and why you lose them.

Our STEALTH CHANNEL TRAINING tools will be customized for your specific market. We publish them as handbooks for delivery by your regional managers throughout the country, and we publish them on our secure client intranets, over the web if you would like that, too.

The intranet web section is dramatic, because we are among a select few to be allowed to utilize Microsoft's Beta version of its new Sharepoint (r) intranet web software. This enables clients like you to have total communication with your clients. You can quickly create and modify calendars, bulletin boards (for interactive discussion groups), announcements, forms and proposals... all with account and password security.

Let’s review:

1. what we believe to be your best tracks to improving sales,

2. what our team can deliver.

Currently, your dealers most likely run this gamut:

COULDN'T
CARE <----------- SELL SOME -------------> TOTALLY LOYAL
LESS

The sales people who work for all of theses dealers run the gamut:

POOR SALES ABILITY <----------- AVERAGE ABILITY ------------> GREAT CLOSERS

We customize our STEALTH CHANNEL MARKETING (tm) TOOLS to help your dealers to get the greatest benefits in the least time by concentrating, not on the best (who do not need help), nor the worst (who should be replaced), but on the average sales people, enabling them to improve their yield.

Our program has three criteria:
1. Improve closing ratio of all who us it. Close more sales, more often.
2. Plan is "brain-dead" simple. Anyone can do it.
3. It appears easy to do (not just easy, but it LOOKS easy, too). This STEALTH CHANNEL MARKETING (tm) program addresses channel training, one of four areas where we believe your sales figures can be improved.

The other three are:

3. Extend your product to CLECs and large, multi-location dealers.

This is something that we, and our program, can help you do efficiently and successfully.

4. Steal from the competition.

One of the main reasons for shrinking sales in a slower economy is that competitors attempt to cut into each other's turf, making the slump even worse for those who are not aggressively fighting the same fight. The law of survival is that, when there is less to eat, the more aggressive jungle animals take more from the weaker ones. We can help you not only to extend your brand to new markets, but to aggressively expand your control of the ones your competitors are already in.

5. Add new dealers.

This is always a goal of channel marketers, but it is more long term than the other three options. In order to be successful at signing up dealers who actually turn out to sell your products, you must have support and selling tools that tie them closer to you than to your competition. Our program does this.

Let me know when we can get together. I’d like you to meet with my partner and me so we can all learn how we can prosper as part of the same team and how best we can rebuild your sales growth at the rate you can be proud of.

Best regards,

Back to How to Steal From the Competition page 

More free sales and marketing ideas 

Thank you for your inquiry. If you would like to contact us by phone or surface mail:

Salestipwebsite.com
800 Summer Street
Stamford, CT 06901
1(203)323-6070