Managing Route Growth

Selling with the Right Questions

Join us for a deep dive into the importance of developing Customer Self-Realization in the upselling process. Asking the right questions to customers helps develop a sense of credibility and trust while helping the customer choose to buy rather than feeling like they are being sold. In the Service Department asking the right questions helps build RSR confidence while developing more revenue streams, and as a by-product, helps keep the competition from finding gaps in coverage. In this session, attendees will learn the skills to upsell without actually having to do any direct selling. Learn to understand more about the goals and challenges of your customers with a straightforward, easy-to-deliver approach that helps drive sales, generate more referrals, and overcome roadblocks when up-selling or working on renewals.

Developing Referrals & Referral Programs

Building off of the same skills learned in “Selling with the Right Questions”, in this session, we will review how to use strong questioning skills to uncover and develop referrals. We will expand on this topic by reviewing how to train service personnel to identify opportunities for referrals, the hand-off process of referrals from service to sales, as well as ways to manage and incentivize referral programs to generate positive results and grow revenue. We will end this session with a discussion on best practices.

Route Management Discussion

Enjoy a facilitated discussion focusing on various aspects of route management. We will touch on many topics including (but not limited to): inventory management, counting soil on-site, route safety (preventing injuries for older RSR’s), telematics (what to track), handling parking and traffic issues, and much more!