---
title: "Six Insights from a Veteran Salesperson on Developing New Outlets"
description: "First, be firm in your purpose for entering the store. If you leave just because the owner says 'it doesn't sell' or 'it's hard to sell,' you won't cover many stores in a day. You should understand that as long as the owner doesn't kick you out, keep pushing until he places an order: if a full set doesn't work, try half a set; if half a set doesn't work, try one piece; if one piece doesn't work, try half a piece for the freezer; if that doesn't work, consider a moderate credit sale based on the customer's creditworthiness, and agree on payment terms and timing. Second, pay attention to your appearance before entering the store: your image gives character to the product; your clean and tidy clothing gives a capable impression, and a steady image suggests the product is not bad either."
author: "阿U哥"
publisher: "New Distribution"
email: "zhaobo258@gmail.com"
telephone: "+8615854817671"
published: "2016-12-15"
language: "en"
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markdown: "https://xinjignxiao.com/en/articles/six-insights-from-a-veteran-salesperson-on-developing-new-outlets-0d966c20.md"
original_source: "https://mp.weixin.qq.com/s/R8h9dYCmneZ-GtsunqHlXQ"
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---

# Six Insights from a Veteran Salesperson on Developing New Outlets

> First, be firm in your purpose for entering the store. If you leave just because the owner says 'it doesn't sell' or 'it's hard to sell,' you won't cover many stores in a day. You should understand that as long as the owner doesn't kick you out, keep pushing until he places an order: if a full set doesn't work, try half a set; if half a set doesn't work, try one piece; if one piece doesn't work, try half a piece for the freezer; if that doesn't work, consider a moderate credit sale based on the customer's creditworthiness, and agree on payment terms and timing. Second, pay attention to your appearance before entering the store: your image gives character to the product; your clean and tidy clothing gives a capable impression, and a steady image suggests the product is not bad either.

> **1. Be Firm in Your Purpose for Entering the Store**
If you simply turn and leave because the owner says "it doesn't sell" or "it's hard to sell," you won't cover many stores in a day. You should understand that as long as the owner doesn't kick you out, keep pushing until he places an order: if a full set doesn't work, try half a set; if half a set doesn't work, try one piece; if one piece doesn't work, try half a piece for the freezer; if that doesn't work, consider a moderate credit sale based on the customer's creditworthiness, and agree on payment terms and timing.
> **2. What to Pay Attention to Before Entering the Store**
1. Your image gives character to the product. Your clean and tidy clothing gives a capable impression, and a steady image suggests the product is not bad either.
2. Details determine success or failure. For example: opening the door—if you open someone's door, remember to close it; smoking—going in with a cigarette in your mouth greatly reduces your credibility; rainy days—developing new outlets is hardest, and rain naturally can't stop your progress. On rainy days, owners have more time to listen to your product introduction, but also be sure to wipe the mud off your shoes before entering.
> **3. After Entering the Store: Keep Your Eyes and Ears Open**
1. Look at the licenses (tobacco license, business license, fireworks license, salt license, etc.): at least they can reveal the owner's name.
2. The second step of the eight-step visit (greetings and small talk): calling out "Brother XX" or "Sister XX" instantly narrows the distance.
3. Observe the owner: don't just say "Hello, boss" right away; first see what the owner is doing and how you can help him.
4. Look at competing products: quickly observe the prices, packaging, displays, and policies of competing products, compare the advantages and disadvantages between our product and competitors (brand, packaging, price, profit, policy, etc.), and start to formulate a sales entry point and organize your language. Note: learn to be silent; if the owner is talking with someone, don't interrupt naturally—first, it's polite, and second, you might pick up useful information.
> **4. When You Speak, Get to the Point**
Generally, when entering a store, say a few things: who I am, my brand's advantages, price, policy, investment and support. Actually, besides the value of the product, the owner cares most about his profit. You should directly tell him what our policy can bring him, how it helps him make money. With reason and evidence, he will listen carefully.
> **5. Demonstrate Your Value Throughout the Store**
Humans are emotional primates. If you think for him, he will consider you. Besides helping him make money, what's more important is that he appreciates you as a person.
> **6. Common Questions from Store Owners and How to Handle Them**
**Question 1: "There's already a product at this price point"—Strategy: Compare advantages with competitors**
A. If prices are the same, compare profits; generally, first-tier brands have low profits.
B. If profits are the same, compare selling prices; "Our product is closer to consumers and will sell better."
C. If selling prices are the same, compare packaging; our packaging's selling points: 1. XXXX. 2. XXXX. 3. XXXX.
D. If packaging is the same, compare quality—demonstrate/compare the product on the spot (never say bad things about competitors yourself; let the customer feel it).
**Question 2: "The product doesn't sell; it doesn't make money"—Strategy: Brand + Product + Support + Example**
A. Brand awareness and consumer recognition
B. Give examples of how well it sells in certain places
C. Sales support and brand promotion support
**Question 3: "Can you give a bigger policy?"—Strategy: Take the initiative**
(Congratulations, a sales opportunity/possibility has appeared)
A. Limited authority; try to get more from above.
B. Amplify the policy: buy one case get one bottle free, buy two cases get three bottles (for the company's maximum policy, don't reveal it all at once).
C. Use other gifts or premiums as policy substitutes.
**Source: Same Marketing**
-END-
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