Industrial Distribution Sales Training

Remove the Commodity Label and Start Commanding Premium Prices

Distribution Sales Training

The unfortunate reality of industrial sales is that there’s a good chance what you’re selling is perceived as a commodity. Between price pressure from competitors, and buyers who only seem focused on getting the best price, the likelihood of discounting and shrinking margins is at a historic high.

The good news is that you can fight this reality (just as most successful industrial distributors already do) with salespeople who don’t cave to price pressure. Customized sales training will enable your team to differentiate, sell value, and command premium prices. Sales management training will show your sales managers how to coach effectively – ensuring that new habits stick and get applied in the field.

Build Value

Build Value

Use a consultative sales process to build value and achieve trusted advisor status in the eyes of the customers
Avoid Price Objections

Avoid Price Objections

Avoid price objections altogether and fill the funnel with premium price buyers
Be More Strategic

Be More Strategic

Gain the ability to have strategic business conversations…instead of product-focused feature dumps
Differentiate

Differentiate

Differentiate from the sea of competitors and become the go-to vendor in your market

“An adaptable process and customizable content are keys to success for The Brooks Group’s value based selling program. Is there another sales development company with the depth of tools and the experience to deliver? I doubt it.”

Patrick Scully, EVP of Sales, Motor Coach Industries

- Curt Tueffert,

VP of Sales Development, DXP Enterprises

You must determine your competitive advantage and use it to differentiate your product, or you will be seen as selling a commodity.

$1.5 Billion Industrial Distribution Company Uses IMPACT Selling® to Align Sales Teams Under a Single Selling Methodology

This industrial distribution company was undergoing multiple acquisitions. They were in need of a common sales process to apply to a wide range of products and to unify a 300+ person sales team with a shared language.

DPX case study
READ HOW A COMMON SALES PROCESS ALLOWED REPS TO SELL THE DISTRIBUTOR’S LINE OF  ½ MILLION ITEMS MORE EFFECTIVELY

Ready for your sales team to differentiate, sell value, and command premium prices? Let's start a conversation.