From the Road

August 12, 2010

I’d like to highlight a key point that I’ve noticed since the beginning of 2010. When I joined ThermaSol, PK (Product Knowledge) was the most common practice in the industry. I would walk into sales meetings with the intention of truly connecting with my audience; unfortunately, I only had 20 minutes to present and for the most part, many attendees were disengaged and unenthusiastic. During sales meetings I always felt rushed, and after meetings I wished I would have had more time to really bring home the ThermaSol difference.

This year, ThermaSol was challenged to think outside of the box. When competitors decided to cut back on their sales objectives, ThermaSol decided to step up to the plate. We took a different approach and began hosting dinner/training sessions. We now host two hour long dinners, where everyone enjoys a delicious meal and our reps learn about the product in a stimulating and interactive setting. This way, reps are not simply listening to sound bytes or memorizing talking points; they’re genuinely learning about the products and therefore, better equipped to differentiate ThermaSol products from commodity products.

The result is that the customer now knows the ThermaSol difference. Our sales have increased dramatically-despite the economy, and this is evidence that knowledge is truly power. Without a doubt, ThermaSol is heading in the right direction. The past nine months has only confirmed my belief that an educated and enthusiastic salesperson truly is a force to be reckoned with.