1023: DSRs, Motivate Yourselves by Thinking About Taking Care of Your Family
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- DSR Live: 1023
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Many Veteran DSRs sometimes find it hard to stay motivated and continue to grow their business. For over 30 years, Joe Fischetti (Hall of Famer) has kept himself motivated by thinking about keeping a roof over the heads of his family!
Fischetti says you have to push your way through those CRAZY days that "just blow up on you" when things don't go as planned, which is just about every day. Your daily plan can change by the minute some days and you have to be able to adjust and not let it get you down.
Fischetti gets started around 5 am every morning doing his paperwork and research on products for his customers. Many times, Joe has to start his day the night before when he reviews drivers' manifests and begins working on how to take care of what happened that day. Joe also gets pricing for bids on products like Equipment and Supplies which happen to be his favorite category to sell.
Many things cause this craziness, such as Salesman errors -- like putting the wrong product code in on an order; miss-picks; shorts on the truck; and customers running out of product because they were busier than expected. These problems happen just about every day, so knowing he has a family to take care of keeps him moving forward.
Equipment and supplies became Joe's favorite category to sell because, back in 1987 when he was working for Rykoff-Sexton, he had a trainer who taught him how to sell these items and to know which product each kind of customer used. Fischetti also learned that many DSRs do not focus on this category because of the training involved with learning how to sell equipment and supplies, so he takes full advantage of that.
Joe uses the www.afdr.org Product Library to quickly help him find information on many branded products by using the product photos and training videos to help him learn. He explains you need to know everything about a product... the product's story.
Sitting in the front row at sales meetings and taking notes has helped him to learn more, which helps him to share information with his customers and together, make more money.
This Hall of Famer must stay motivated as he still has many of the same customers he's had since his first year in 1988.
ATTENTION Greenhorn DSRs, Joe says the best things you can do to help yourself are:
- Learn about products.
- The best place to start is with your company's TOP 200 items sold.
- Then find a category that you really love and become an expert with those items
- Go out and sell the heck out of those items!!
DSRs, Be a Resource...and Sell Something!