Module 1
01 Why do so many sales people fail in foodservice sales?
02 What is the most important sale you have to make?
03 Why do most motivation programs fail?
04 How long does it take to become a foodservice sales rep?
05 What is the best approach to problems?
Module 2
06 How can you guarantee your success in foodservice sales?
07 How do you build credibility with your customers?
08 How can you separate yourself from your competition?
09 What is the best way to build a personal relationship?
10 Why do you lose business in foodservice sales?
Module 3
11 What is the key to selling restaurant owners?
12 How do you handle rejection?
13 What is the key to persistence?
14 How do you approach a new foodservice account?
15 Best method for setting goals in foodservice sales?
Module 4
16 What are your points of difference?
17 Why is urgency needed in foodservice sales?
18 How do you make people care about you?
19 Do you feel insecure and worried about sales?
20 What do your expectations have to do with selling?
Module 5
21 Why should you spend time reviewing your success?
22 Are you reluctant to lower your price?
23 Are you legitimate or do you exaggerate?
24 How do you react to price shock?
25 How do you use the higher authority strategy?
Module 6
26 What is the good guy – bad guy strategy?
27 Is that the best you can do?
28 How did Abraham Lincoln win every case?
29 Why should you always ask why?
30 Why you should never make the first offer?
Module 7
31 Why should you not imply too much flexibility?
32 When is the best time to make add on sales?
33 Should you ask for something in return?
34 How do you respond to a bait and switch?
35 Why should you never split the difference?
Module 8
36 What do foodservice customers base decisions on?
37 How can you have control over the interview?
38 Why should you be impressed with customers?
39 Why ask for advice from foodservice customers?
40 How can you justify rather than discount?
Module 9
41 How do you get customers to change?
42 How can you use a choice set up in foodservice sales?
43 What percent of foodservice salespeople fail in foodservice sales?
44 What is the one skill that will make you a foodservice consultant?
45 What percent of sales are lost in the first 60 seconds?
Module 10
46 Why are most presentations based on the wrong thing?
47 What is the easiest way to overcome objections?
48 Closing strategies for foodservice sales reps?
49 What percent of foodservice salespeople follow up?
50 How many customers do you need in foodservice sales?
Module 11
51 What questions do you ask to design a presentation?
52 How do you set your price in foodservice selling?
53 What does your price tell your foodservice customer?
54 What is the one skill all foodservice salespeople use?
55 How do you set yourself apart from your competition?
Module 12
56 Give me one good reason to buy from you!
57 How many calls should you be making?
58 Why should you keep all customer details?
59 Why should you display an attitude of confidence?
60 How can you control the customers attitude?
Module 13
61 Why is the first minute so important?
62 Why is your mental picture of the sale so important?
63 Why are personal questions so important?
64 How can you use suggestive selling in foodservice sales?
65 What is the best way to create demand for your service?
Module 14
66 What do politicians and insurance companies talk about?
67 How can you put customers on a magic carpet?
68 How can you appeal to their buying senses?
69 How do you prepare the customer for a presentation?
70 How can the customer do the closing?
Module 15
71 How do you handle foodservice buyer objections?
72 How can a customer buy insurance against failure?
73 How important is recognition to your customer?
74 How can you overcome telephone reluctance?
75 Why shouldn’t you go on the defensive?
Module 16
76 When should you deny or admit an objection?
77 How to handle price objections in foodservice sales.
78 Does the customer expect you to close?
79 When is the best time to close?
80 When should you stop talking?
Module 17
81 Do you cut your price before being asked?
82 Foodservice sales new customer sales process?
83 How can you take the risk out of selling?
84 Why is it important for you to sell with focus?
85 When should you use a carefully planned pause?
Module 18
86 Is planning important after 10 years of foodservice sales?
87 Is there such a thing as a born sales person?
88 What do foodservice buyers want?