“So it’s just all about understanding those guys, what their strategy is, their growth potential, and their growth strategy is for the year and in helping them achieve those goals.” – AJ Brasel in today’s Tip 1404
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. For today’s Throwback Thursday tip we’re going to go way back to episode 45 of the Sales Success Stories podcast and a clip from my conversation with AJ Brasel. I actually had an opportunity to catch up with AJ earlier this week and he’s now leading the entire sales org at Clover Imaging, but this was his perspective as their top performing rep back in the day:
AJ Brasel: I don’t sell directly to the people who use my product. I sell to people who sell my product and it’s really not convincing them as much to buy my product, but getting them to believe in what we can do and how we can partner up with those organizations. So whenever I go into an account and I take on a new account or I win new business or whatever it may be, I really try to get in there and understand that accounts goals, the way they go to market, the way they compensate their sales team, try to understand everybody in that organization’s role. My job is to go in and develop a relationship with all those people and find ways to make their lives easier and then also train their sales team, make sure that they’re up to speed with our product and understand the value of partnering with Clover a little bit more, a little bit more closely.
So I think the way I go about my business is I just make sure that everybody is comfortable, understands everything that I can bring to the table, and I only propose things that fit with their strategy or their goals. I’m not trying to throw things at them that don’t make sense for their organization. I try to be really honest with them. I try to make sure that they understand that whenever I’m selling them something, I mean it. I think this is going to be really beneficial to your organization, and that builds up that foundation of trust. And there’s going to be times where they bring more opportunities my way, or they share things that they wouldn’t share with other vendors. And I’m able to be a little bit more of an advisor to their organization and help them maybe see where shortcomings are or maybe see where they could have a little bit more success out there in the field.
The great thing about selling to channel is I’ve got a ton of different dealers that I work with that have been successful in their respective markets. So I can also take things from dealer A that might apply to dealer B. As long as they’re not in the same market and selling into the same customer base, I think that I can share success stories and help those guys grow as well. So it’s just all about understanding those guys, what their strategy is, their growth potential, and their growth strategy is for the year and in helping them achieve those goals.
Scott Ingram: For a link to my full interview with AJ and to connect with him directly, just click over to DailySales.Tips/1404. Once you’ve done that, be sure to come back tomorrow for another great sales tip. Thanks for listening!