Selling Benefits that Trigger Emotion
If you are in sales, you've probably already realized that you are most successful at selling when you manage to sell your customer an "experience," a "feeling."
And no one can understand that feeling better than you in your area, region, or territory. Because of the industry's "fragmented" model, each distributor and installer is very familiar with their neighborhood. So how can that experience messaging be applied now?
It is finding those solutions that are relevant to your customers that will be key to leveraging opportunities.