VALUE ADDED SELLING FOR TERRITORY MANAGERS

This sales course for TMs is specific to real-life situations that contractors and TMs face each day. This class will help TMs position tough questions and conversations in a way that positions them as problem solvers and resource providers for their dealers. This course also incorporates light role-play discussions on how to practice these conversations.

Topics Covered:

Contractor/TM Relationships

• Understanding contracting
• How to become a consultative vs transaction Account Manager
• Overcoming fear of financial discussions
• Selling to various personality styles

Financial Motivators for Contractors

• Exit strategy-starting with the end in mind
• Profitability
• Process implementation
• Work/life balance

Creating a TM Brand

• What makes you different?
• What value do you add to each call?
• What questions to ask to create differentiation
• Utilization of Business Evaluator and Contracting University website

Take-Aways:

This course is designed to help TMs understand the challenges that dealers face and how to change their style to always put the dealer’s agenda first and create a situation where the dealer views their TM as a valuable asset that creates loyalty. TMs will also receive a copy of the presentation and supporting documents for this class.