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John Martin of Martin Bros. Distributing Co. gives DSRs some words of wisdom about selling the hard stuff. The hard stuff is the products that you’re not selling your existing customers. John says that some DSRs have a tendency to go for the EASY SELL, and the money is always in the HARD SELL. The difference between a mediocre DSR and a great DSR is a willingness to take on the tough, the willingness to put the extra time in, and the willingness to give that extra answer. The customer will know that you care more than the other DSRs.
DSR Dave talks about receiving the training you need to succeed in your sales goals. Miesse says you have to go searching for the training; you can’t wait for it to come to you.