Foodservice Equipment Reports


Summer is not yet officially here, but dealer sales people, sales managers and key management can kick off the hot-weather selling season with a June 8 teleconference sponsored by the Foodservice Equipment Distributors Association. The program, at 10 a.m. CST, focuses on how salespeople can differentiate themselves from the competition by positioning themselves as trusted sales advisors.

Sales expert Alan Rigg will lead a six-point discussion ranging from the importance of understanding a prospect’s business problems and identifying his or her unique decision criteria; doing a great job of sales opportunity qualification; winning sales by laser-focusing conversations; engaging and holding onto a prospect's emotions throughout the sales cycle; and enhancing prospect and customer relationships through effective follow-up.

Program participants can earn two CFSP points for maintenance and/or advancement.

FEDA members who miss the live session can still benefit from the program through digital replay via a special toll-free number providing access to the program June 9 to July 8. More at