Designed specifically for indirect channel sales reps and dealer managers, this one-day instructor-led workshop focuses on how to build and strengthen indirect distribution sales at the dealer level. Participants learn how to transition from an operational/service mind-set to a business consultant who partners with dealers to help improve business results.  The session helps reps get a deeper understanding of their dealer’s critical business issues and work with them to grow the dealer’s business and improve sales and profits.   

Participants Learn:

• How to support indirect channel strategy by partnering with dealers
• The top 10 characteristics of a high-performing indirect sales rep
• What keeps dealers up at night
  
• How to establish SMART sales objectives with dealers
  
  • How to identify and prioritize critical dealer business issues
• The power of effective communication skills
• Techniques for asking “what’s-at-stake” questions
  
• How to conduct meaningful dealer business meetings
  
• How to create Mutual Action Plans (MAPS) with dealers
  
• Techniques for influencing dealer sales staff
  
• How to build effective dealer business plans