Flavorchem Corporation’s Post

Jack Avery, Sales Director of Spreads at J.M. Smucker joins us for Sales Tip Tuesday this week and shares some delicious (pun intended) info on how he sells to the world's largest retailer: Walmart. While not the typical media/advertising guest we have, Jack Avery's 18+ years in food sales have provided him with a wealth of knowledge. Key takeaways: -Sales are more complex than ever - rely on specialists on your team to bring them in when needed (you don't have to go at it alone!) -Marketing is your new best friend - partner vs. complain about them -Learn from your clients - they know their biz more than you, so lean into listening -Make friendships - people still buy from people -Make mistakes - it increases empathy

Do you habitually order a Coke? But will you drink Pepsi if it turns out that the restaurant doesn't have Coke? Overwhelmingly, most people are fine with being offered a substitute (otherwise, this wouldn't happen) Here is an important - but perhaps unwelcome - lesson for sales (and marketing) Most buyers only have weak preferences for suppliers. Over time, they might become so entangled that they can't separate themselves but that's not a preference Here's why discovery is so important. Especially if you've just been sent a long page of requirements You'll be longing to answer everything during the call: we do this, we do this too, and of course we do this, and, this, we do really well But so does the competition. In fact, if you're sent a list of requirements, the list could be coming from them The antidote to this kind of commoditization is discovery Take time to explore the problem - there's a reason why you're having a call - and it probably isn't because your prospect is literally interested in a list of features Doing this well requires knowledge. You have to be able to ask targeted questions that demonstrate expertise in solving the problem

🌟 Introducing Graeme Wheeler: Markwell Foods' Territory Manager – Lower South Island 🌟    Joining in March 2011, Graeme has become the face of Markwell Foods for Retail in the lower South Island, forging strong customer connections and driving growth through his intimate knowledge of his customers and their needs.     We sat down with Graeme to learn more about him and his journey at Markwell Foods. 👉 Can you sum up your role in a couple of sentences?   I travel throughout the Lower South Island calling on supermarkets to sell, promote and am continually looking for opportunities to grow our shelf share in Seafood, Butchery and Frozen Grocery.  👉 Can you tell us what a typical day looks like for you?   Starting with replying to emails, and anything that is urgent! Some driving, some talking, more driving, more talking. Chuck in some merchandising. The face of Markwell Foods down here in retail!  👉 Reflecting on your journey with Markwell Foods so far, what are the highlights or key learnings you'd like to share?  Biggest highlight has been working hard and watching my territory grow and being part of the growth that Markwell Foods has had in the South Island. Key Learnings: Flexibility, being able to adapt to ever changing customers and situations.  👉 In your opinion, what are the most important factors in building and maintaining strong customer relationships, and how do you apply these in your interactions?  Honesty, Integrity, Reliability, and a good listening ear! I have found over the years you have to make it as easy as possible for customers to deal with you. Gain their trust! If they like you, they will generally buy from you.  👉 How do you stay up to date on industry trends, challenges and opportunities, and how does this knowledge inform your approach to serving our diverse set of customers?   I keep up to date with trends by talking to my customers to find out their needs and those of the consumer! Every day I wake up is a challenge and an opportunity to do better. My customers look forward to seeing me and I enjoy working alongside them to increase their market share with a quality product range.  👉 What do you like to do outside of work?   Love spending time with family and grandchildren, love my rugby, a bit of golf, I play lawn bowls. Taking my old car out for a cruise.  👉 If you could have dinner with anyone, who would it be?   Elvis Presley as he was the King!  👉 Favourite Quote?  Short term pain for long term gain! Thanks for your time Graeme.

“But no one wants to see me”. Was in the pub Friday night and was chatting to a mate. His dad owns a fabrication company and his dad asked him to get out and generate new business. Simple! Except, the son has found out that buyers just don’t want to see a sales rep. Does this surprise you? It shouldn’t, but, perhaps this is happening to you or your sales team? Let’s me say it once again, the game has changed….how many times do you need to hear it. You have to be educating the silent buyer with your content and messaging. 🔸 Let them know through your content that you understand their needs and the problems they face daily. 🔸 Let them know you help people just like them. 🔸 Let them answer all the redundant questions….so when they call you they are more than ready to have that sales conversation you tried to have much earlier. The summary was the two realities: 💡The generational shift in buying and selling is catching many out and it carries a huge risk. & 💡 Sellers are selling how they like to sell with little regard to how their buyers want to buy. * I should point out this picture is a beer tasting event I attended a few weeks ago & not my Friday night. #b2bsales #salessuccess #salestips

Very often I got "doors on my face" when approaching a new bar. So I changed my approach. I analyzed the 4 most common reasons why Sales Teams fail. If you crack them, you can win: 👇🏻 Challenge 1: They already know the hottest brands they wanna list Challenge 2: You’re approaching them too early Challenge 3: 100s of salespeople contact them each month Challenge 4: You walk in too cold After years of trial and error I've created a simple guide: https://lnkd.in/eRUjFme6

Of all the variations of the sales life curve, this is the one to aspire to and pursue. Here is a quick excerpt from the video, “The Philosophy Behind Sales Mastery.” These are the sales reps that set the standard for the rest. If you would like to see all the keys to becoming a Master Sales rep, then pour yourself a cup of coffee, tea, or beverage of choice and watch the full video, “The Philosophy Behind Sales Mastery” at https://buff.ly/3ITGfpX.

How to Build A Sales Process To Grow and Get New Distribution: how to build a sales process to get new distribution and to grow current distribution. What metrics to follow and how to have a systematic approach to grow new markets. Followed by a real Q and A session.

A great sales management tip for the brewing industry. Understanding the Craft Beer Landscape: Stay informed about the latest trends, consumer preferences, and innovations in the craft beer industry. Understanding the unique characteristics and qualities of different brews can empower your sales team to effectively communicate with customers and distributors. Build relationships with craft brewers and attend industry events to stay connected. This knowledge will not only help in selling products but also in identifying potential collaboration opportunities or exclusive partnerships that can set your brand apart.

My second experience with sales was at a Godiva Chocolatier retail store.  My biggest take away? Know your product .   Between finishing grad school and starting my first consulting job, I worked the holiday season at the Godiva in a nearby mall. In my first week of work, my homework was to take home two sacks packed with over three dozen chocolates and sample every item from the case.  My boss said "You need to be able to talk about the chocolates and answer customer questions."   For several nights in a row, I studied candy. I cut slices with a paring knife, looked at the inside, and read the literature about the ingredients for each chocolate. By the end of the week, I was a chocolate SME.   Every week the store posed a new sales challenge: sell the most 1 pound boxes, the largest basket, the highest single transaction, etc. My encyclopedic knowledge of the product allowed me to engage customers, discover who their chocolate was for, and make recommendations.    I won the sales challenge week after week.    If you sell in your job, what are your thoughts on knowing your product.? What's your lasting take away?      #chocolate #sales #customerexperience #productmanagement

As I continue my journey in food service sales, I’ve learned that understanding the unique needs of each restaurant is key to providing the best solutions. Whether it’s finding the right kitchen equipment or selecting high-quality ingredients, it’s all about tailoring the approach to fit each client’s specific requirements. One lesson that has stood out to me is the importance of taking the time to truly understand what clients are looking for. As a buyer myself, I always responded better to the sales rep who invested the time to understand my needs, discussed specials and new products rather than those who just sent a quick text. Who can relate?