Sales and Basic Electrical Training Programs

My first introduction to a Sales Training book happened during my senior year in High school when I was rummaging through a closet & found a college book left when one of my older brothers left home.

It was a sales book by Elmer Wheeler in which he cemented the phrase “ Sell The Sizzle, Not The Steak” into the permanent sales training world—a system that touted selling the features, benefits and outcome rather than the physical or psychological aspects of the product.

Over the next forty years I was exposed to many productive sales training modules:

– SAGE—Selling At General Electric

– Dale Carnagie

– Xerox Professional Selling Skills

– Sandler Sales Training

And Phrases like:

“Define Your Goals”  —  “Find The Customer’s Pain”— “Explaining The Ben Franklin Close”— “Use Little Closes Along The Way to The Final Close”

While these all give valuable tips, they do not address the role of Electrical Rep that sells to end users through Distribution.

During my rep years I was introduced to a couple of more where I was taught to” feel the pain” of the customer and several other  programs designed to make you a sales success.

While these all give valuable tips, they do not address the role of Electrical Rep that sells to end users through Distribution.

An Electrical Rep must first sell their value and values to their potential customers before they will get a true opportunity to build that relationship .

My Sales Program helps to speed up this process by using a combination of successful Distributor, Manufacturer and Contractor professionals to detail their experience with new and established Rep Personnel and share their thoughts on what the differences were between the Bad, Good & Excellent salespeople that they encounter on an everyday basis.

This program will allow your team to learn in a short period of time the methods that will allow them to prosper in your company.

Please use the link below to view a short portion of three of the Sales lessons.

Our sessions include interviews with a sales professional that built a small local company into a national powerhouse that was then acquired by a Fortune top 25 Company, Jim Lucy from Electrical Wholesaling and the Marketing Newsletter, Top Management from 2 Top 25 Electrical Distributors, Inside salesmen each with 30 years of industry experience, Manufacturer Senior Sales, Marketing and Regional Managers,  A Large NECA Contractor etc.

Jim Dollard’s Basic Electricity for Salespeople

Jim Dollard’s Basic Electricity for Salespeople is a ten session primer on the basics that will help new team members to have a basic understanding of electricity as it applies to the products that they will be selling.

The program will take them through some of the details of the NEC, Safety Practices, Wire Ampacities & Voltage Drop, Transformers, Switchgear, Emergency Systems,

and a flow chart of how an electrical project happens—From Planning and Site Work to the step by step process and order of the different segments that allow the client to turn on the lights

Please use the link below to Jim’s video that explains his program.

Program Details

– Class Size Limited to 20 Attendees

– Sessions will run from 1 to ¼ Hours

– Meeting Times will be set to early morning or late afternoon to minimize interference with sales calls

– Cost per session for Rep Sales Training– $200 per attendee ( 10% discount if 3 or more register from one Rep Firm)

– Cost per session for Basic Electrical Training–$250 per attendee ( 10% discount if 3 or more register from one Rep Firm)

– Minimum Commitment is 4 sessions ( If not deemed valuable, attendee may withdraw with no further cost )

– Payment is due at registration for initial sessions