Bob Oros Sales Training

More Gross Profit Seminar

 

How to increase your sales and gross profit starting immediately.

Eye-opening techniques that will take you step-by-step through any buying, selling, negotiating, or marketing situation.

Sales people, business owners and managers who put these strategies to work have experienced sales and gross profit increases ranging from 22% to 111%. This course will show you how to be the type of sales person customers want to do business with! It addresses price HEAD ON. It is designed for sales people who are selling the same products sold by their competitors with price being one of the key issues. It took over 7 years to create the original content in this "industry specific" manual. Interviews with 507 professional purchasing managers and 3,759 small business owners were conducted to discover how they made their buying decisions. Their feedback was converted into powerful selling strategies that will change the way you view selling forever.

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37 Topics covered during the seminar

First session 90 minutes...

1 How to stop customers from going to a competitor for a lower price?
2 Is it part of a buyers job to ask for a discount over and over again?
3 How do you handle rejection, mistakes and that "lost account" feeling?
4 How do you sell customers who have no interest in buying from you?
5 How do you make the sale by justifying prices rather than discounting them?
6 If your buyer doesn't fear over paying, what is their biggest purchasing fear?
7 How do you handle customers who say: "I don’t care about anything but price?"
8 How many sales people volunteer to cut their price without being asked and why?
9 How should you react and respond when a customer is "shocked" at your price?
10 What do you do when a customer uses a bait and switch to get a lower price?
11 If you are always getting beat up on price what fatal mistake are you making?
12 Is there a way to make up a gross profit reduction by increasing your volume?
13 What is the best way to avoid falling into the price trap on your first call?
14 What is the best way to add value to every product and service you sell?
15 How can you set up the presentation so the customer willingly pays more?
16 How should you react when the customer has set the stage in their favor?

Break.... start second session
17 What should you do when a customer agrees to your price too quickly?
18 How do you ask for something in return in exchange for a price reduction?
19 How do you negotiate price and still maintain a good business relationship?
20 How can you act "as if" you are laying your job on the line when discounting?
21 How do you respond when a customer asks "is that the best you can do?"
22 What response can you use that will overcome nearly every objection?
23 How do you make the sale when the competitor’s price is lower?
24 Why should you never be the one to offer to split the difference?
25 What is the best way to respond when someone says: "take it or leave it?"
26 How can you remove the "uncertainty" about selling on commission?
27 What is a proven method for increasing call effectiveness as much as 70%?

Break... complete final session
28 How to avoid the biggest complaints customers have about sales people?
29 How can you get the customer to show you exactly how to make the sale?
30 How can you make a new account call and never get turned down?
31 What can you say that will have a customer lean forward and ask for more?
32 How to make a presentation that will make it impossible not to buy from you?
33 How can you get 10 to 20 people helping you sell every new prospect?
34 How can you turn every objection into an opportunity and reason to buy?
35 Four closing strategies that will work every time without being pushy?
36 How can your expectations increase the effectiveness of your close?
37 Why you lose 25% of your customers every year and how to stop it?

Begin the 90 day follow up course in the workbook.

When completed each person is awarded a Certified Sales Professional certificate

Visit some of my customers...

Berks Packing Reading PA. Foodservice Sales Training Seminar. “Within hours after the Bob Oros program one of my regional managers reported a savings of over $5,000 on a contract he was working on. Another reported an increase in gross profit of $1,800, ALSO WITHIN HOURS AFTER THE SEMINAR! ”
John Boylan, VP Sales and Marketing

Sysco Grand Rapids (Foodservice Distributor) - Foodservice Sales Training Seminar. “It was obvious the attendees were riveted to you from start to finish. They responded enthusiastically to your humor and entertaining stories. Our entire sales force enjoyed the time you spent with them, we received many notes of thanks for a great meeting and speaker. Thank you Bob Oros”
Jon Myers, VP Sales and Marketing

Sysco St Louis (Foodservice Distributor) Foodservice Sales Training Seminar - Food Show Seminar. “An old Chinese proverb says: ‘A single conversation across the table with a wise man is worth a month’s study of books.’ After our meeting the feedback from our sales force is the session you did for us was worth a whole year of studying! It is very rewarding to offer a session to the sales force that they can ‘sink their teeth into’ and hit the streets with something to fall back on when faced with those frightful obstacles that seem to get in the way of their goals. Thank you Bob Oros.”
Randy Yerges, VP Sales and Marketing

Nicholas and Company Salt Lake City . (Foodservice Distributor) - Foodservice Sales Training Seminar. “Your enthusiasm and energy has created quite a “buzz” within the company and I am already beginning to see “immediate” overall results stemming from your session. From the moment I started working with you I knew that I had located the individual that could help make a difference.. Your pre-meeting preparedness, program execution and delivery was all very professionally done. I look forward to working with you again in the future.”
Jeffrey Jeppesen, Senior VP Sales and Marketing

Crean Foodservice New Zealand (Foodservice Distributor) - Foodservice Sales Training Seminar. “The success of our conference was largely attributable to the extremely high quality of your Bob Oros Sales and Negotiating presentation. Having a sales trainer of your caliber with specialized experience in the distribution industry was invaluable to our staff. It has been less than two months and already we have started to notice the difference. Here are the results from your presentation. 1. Our sales people are aware of different sales techniques and are experimenting with them. 2. They have a greater motivation to become better at their job. 3. They have an excellent resource (your manual) that they can refer back to. 4. And even better, we have seen an increase in margin!”
Nigel Boswell, Managing Director

Evco Wholesale Emporia KS (Foodservice Distributor)- Sales Management - Foodservice Sales Training Seminar - Food Show Seminar. “It has been a little over two months since Bob Oros conducted training for our sales force at EVCO. I wanted to let you know that in the opinion of myself and our sales representatives, this was probably the best and most pertinent sales training we have ever had. Your presentation not only kept everyone’s attention, but also gave us practical and real life tools to improve sales performances. In the two months since, I received examples every day of your training being put into effect in areas of organization, planning, listening skills, handling objectives and justifying price instead of discounting it.”
Bob Wells, Director of Sales and Marketing

Ben E Keith Company Oklahoma City (Foodservice Distributor) - Foodservice Sales Training Seminar - Center of the Plate Sales Training Seminar. “We have used Bob Oros as part of our training program for 10 consecutive years and his insight on sales strategies in our industry has been very beneficial to our sales force. I would highly recommend Bob’s program to any company desiring to keep the skills of their Sales Representatives cutting edge.”
Kirk Purnell, General Manager, Oklahoma City

Goldberg and Solovy, Los Angeles (Foodservice Distributor) - Foodservice Sales Training Seminar. “It is rewarding, as a sales manager, to hear twenty year veterans thanking the company for investing in them and their future. It made my day. Your seminar delivers exponential value, to both the individual and the company. The manual works like a DSM, with out the expense account. A few reps have commented on the effectiveness of its information before and after making sales calls. Now I can have a coach in every car.”
Terry Morvan, VP Sales and Marketing

Brakebush Brothers Westfield WI (Center of the Plate Supplier) - Foodservice Sales Training Seminar. “The response from our entire sales team was extremely positive regarding your presentation skills and content. Your keynote address on selling and negotiating skills was a very fitting conclusion to our meeting. “Everyone enjoyed the humor and real world experience you brought into to the presentation.”
Steve Ross, VP Sales and Marketing

US Foodservice Las Vegas (Foodservice Distributor) Foodservice Sales Training Seminar. “I would like to take a brief moment to thank you for your excellent presentation at our general sales meeting. I have never had as many positive responses to speakers in the past. It is a tribute to your knowledge, southern charm, and story weaving that held their attention for fours hours! We all know that Gross Profit is the key to our industry, being able to get it and justify it is the tough part. You gave us many ideas and theories to try, and I can’t wait to see the results. I would highly recommend your talents to any and all of our US Foodservice divisions. I can’t wait to have you back again so that our sales force is even better prepared for the daily challenges they face.”
Norman Wenzl, General Sales Manager

Quality Meats and Seafood Fargo .(Center of the Plate Distributor) Foodservice Sales Training Seminar. “We thoroughly enjoyed your presentation of “More Gross Profit”. Your program took the everyday events of sales interaction and made them the focus of ways to increase sales and profits. You instilled confidence in our Account Reps to be prepared, to plan and to build their territories.”
Kenneth Scherber, CEO – Skip Wetzstein, VP Sales and Marketing

Rycott Wholesale Ontario Canada (Foodservice Distributor) - Foodservice Sales Training Seminar. “I have heard many positive comments from both our sales staff and our suppliers about how valuable they felt the experience was. We are a small distributor and this was the first time that we brought any formal sales training to our staff. Your real life experience and stories were something that really hit home with everyone. It was great for them to hear from someone that has “been there, done that.”
Dan MacEwan, Director of Sales and Marketing

Presentations made to members of the following foodservice associations
All Kitchens Federated Bellissimo FAB FSMA Golbon FMA NPTA	Plee-Zing DMA SELECT Network Services UNIPRO NISSCO ISSA AWMA	NAW IFDA IFMA IDDBA NAMA CAB Pocahontas

Contact - Bob Oros Foodservice Sales Training