The Vending Sales Process

Whether you are a small operator or a large multi state operator, you all have to sell business to stay in business. Life in sales is like a roller coaster ride. One minute you can be riding high because you have just landed that profitable account and the next minute you can get a call from an irate customer that your machine is out of order again, and that if you don’t get it fixed, they will find someone else.

For your Antares operations to be successful, your salesperson needs to be able to handle the highs and the lows of everyday sales life. Using the Natural Choice vending program in your operations will also ensure your success.

Key element: personal relationships

The key to the vending business is personal relationships. One side of the industry includes the product, equipment and other goods services that are sold to the Antares vending operator. On the other side of the fence are the sales people who represent the vending operators who go out everyday and try to obtain new business.

Relationship building

You will need to build up a relationship with your prospective customer. Get to know what type of personality they have and what they have done to make their business so successful. You need to build relations with everybody who is involved in the vending operations.

Key focus: The decision maker

Be sure that you are talking to the decision maker and get to know who else will be involved in the decision making process that could influence the decision maker.

You will get plenty of prospects for your Antares operations by making cold calls everyday. Do not let anything interfere with your cold calls during this time frame. Cold calling is a difficult process, but persistence and quality of calls is the key to being successful.

Identify the customer

Next, determine what type of prospect you want as a customer. Do you primarily want larger vending accounts or do you want primarily small snack and soda accounts. As an Antares operator, you would want the smaller accounts, so you would need to achieve more “closes” to reach your goal.