The Distributor Channel

Skill Five Customer Value & Measurement Salespeople carry a message of impactful customer service. Yet when pressed, very few of these Sales Guys can translate their service into dollars and cents. We at River Heights Consulting compare Value-Added selling to standing on a downtown street corner handing out five dollar bills. Some of the people you help may be homeless folks in dire need of a good meal and some of them may be millionaires hustling over to their club.   We prefer a focused and value-metric approach where you understand specifically how your service impacts the customer. Further, just like the loan you made to your brother-in-law last April, you need a system to remember the value you provided in the past. In conversation after conversation I ask sales people these three questions: Who is your most important customer? What did you do to add value for them last week? What did you do to add value for them during the week of January 23 rd ,

Knowledge-based distributors discover themselves explaining complex solutions to ad hoc groups and committees on an increasing basis.  For many of them, this is a change of scenery.    Most of us understand the importance of a Champion on the inside.  This is someone at the customer who sees things our way, wants to see us succeed and works to help us drive our vision for the customer forward.  But we can’t depend solely on that Champion.  Click HERE to read why.