AMMEX is not only an industry leader in regard to its products, but it is also a front-runner when it comes to sales. The company's leadership in this area stems from a solid philosophy that gets clients the products they need to maximize their own sales while also ensuring AMMEX sales teams close more deals and clients see the brand as an ongoing partnership rather than just a vendor.
The underpinning of this strategy comes from Brian Tracy's "The Psychology of Selling." Tracy is a world-class consultant who has written more than 45 books and given at least 5,000 talks across the world. With AMMEX's dedication to remaining at the top of its industry, it only makes sense the company looks to such an accredited professional and one of his top-selling works for the groundwork of its selling philosophy.
Here are some facets of the AMMEX approach to sales as shown through "The Psychology of Selling:"
Remembering the winning edge theory
In a commodities market, many businesses believe they compete on price alone. However, AMMEX utilizes other methods to differentiate itself from the competition and stand out. This embodies what Tracy described as the winning edge theory, which says top performers make only a small change to get ahead of the competition.
One of the ways AMMEX does this is through its Sales Acceleration Solution®. This program provides distributors with the sales and marketing materials they need to sell more gloves. These items include unlimited glove samples, custom fliers and shareable digital marketing materials, such as blogs and infographics.
"Every AMMEX client receives a tailored approach."
Conquering the inner game
AMMEX sales representatives confidently approach every interaction with current and potential clients. According to Tracy, this is a key component of closing sales.
"Selling is an inner game," Tracy wrote. "That is, what is going on inside the mind of the salesperson makes all the difference in his sales performance and effectiveness."
Every AMMEX rep is a glove expert and utilizes the company's wealth of digital content to give clients the necessary information to purchase the right glove for the job. Additionally, reps know they may point leads to those resources, keeping them confident throughout the call that prospects will keep AMMEX in mind even after the interaction.
Confidence is also key when it comes to facing common objections in AMMEX's industry. As Tracy noted, a rep's fear of rejection and prospects' fear of making the wrong purchase decision are two big obstacles in sales. AMMEX reps utilize strategies like the feel, felt, found approach to show prospects their faith in the company's products and the unique value proposition for each potential client. Every AMMEX client receives a tailored approach, and this is why AMMEX confidently says, "We don't just sell you gloves. We help you sell more."
One of the other major points Tracy made was that a key to selling is being a friend to prospects. This is not a strategy that AMMEX uses only to close the deal; it continues that partnership for years to come. From the cold call to the first delivery to distributors, AMMEX is more than a glove vendor.