The SEMA Professional Restylers Organization (PRO) has released a new edition of the PRO Sales Training Manual, a unique resource designed to help restylers, trimmers and accessory retailers build a more successful dealer-direct sales strategy.
Below is an excerpt from the manual that outlines an important trait of being a good sales rep – knowing your company. Email Denise Waddingham for your free copy of the entire handbook.
"As important as it is to know about the products your company sells, it's just as important to know about your company.
- What is your company's reputation and image in the field among customers and competitors alike?
- What are your company's strengths? Are there key people on your staff who make unique contributions to your company? If so, what are they?
- Do you offer products and services of higher quality or that are not available elsewhere?
- Does your company have a policy regarding discounts?
- Are the products you provide covered by nationwide manufacturer warranties? If so, what are the warranties?
- Does your company offer a warranty on workmanship and labor? If so, what is your company warranty?
- Do your installers have special technical skills that set them apart from the average technician? Do you offer insurance coverages that can protect the dealer?
These are critical questions. Answer them, and two things are likely to happen. You will make more convincing sales presentations, and you will improve your ability to market your company's products and services to current and prospective customers."
The PRO Sales Training Manual is used as the foundation of the SEMA Accessory Sales Professional Exam, which PRO members can take to prove their expertise and set themselves apart from competitors.
Learn more about the manual and exam at this link.