A prospect, like everyone else, is in some kind of pain. A distributor’s job is to both uncover that pain and understand how the right promotion will help alleviate it. My PARTNERS model is a simple acronym that will help you explain the features and benefits of your offering in such a way that your prospect will understand how accepting your offer will relieve his or her pain. Follow it, and you’ll dramatically accelerate your selling career. P—Pain: uncover, understand and translate it. To learn how you can move your customers, you must have a strong understanding of their core issues, as this is
Ed Rigsbee
“UNBELIEVABLE, ONLY ONE California distributor had a link!” In my recent opening keynote presentation for a group of industrial distributors, I made this alarming announcement. Upon visiting a major manufacturer’s Web site, I conducted a distributor search for California. When the list appeared on my screen, only one distributor listed had a link to its site from the manufacturer’s site. It’s unfortunate so many distributors are slow to partner with their principal suppliers. For some distributors, it is because they do not yet have a Web site, hard as that is to believe. And for others, it is a trust issue. Some distributors still
