Don't Knock Your Distributor Out, He's Your Partner Not the Enemy - Global Sales Mentor | Zach Selch

22 May 2020 · 2 min

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2:19

Sales mentor Zach Selch argues that distributor contracts should focus on mutual growth, not extracting concessions. Most businesses draft agreements to win at the distributor's expense, but win-win deals that prioritize collaboration actually drive more sales for both sides.

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Business isn't about beating up the other guy. Business is about finding a win-win situation for everybody. Not— About beating the other guy's senses. And one thing that I see that's a big mistake is very often when we're finding, building our contracts with distributors, we're beating them up trying to really push them on all sorts of little things that aren't going to help. When we find a distributor, the contract should be about how we're going to sell the best. Not about who's going to win before we get the contract signed. We gotta consider people our partners and not look at this as a win-win— a zero-sum game. When we talk to distributors, when we're associating ourselves with distributors, we shouldn't be beating them up. We should be finding a way for this to be win-win. Everything in that contract should be about How can we both sell the most so we can both make the most profit? And not, who's going to beat out the other guy? So remember, we're not trying just to beat the other guy into submission. We're trying to find a situation where we can both win together. Remember, when you're ready to grow your international sales, reach out to us. We can help. When you decide it's time to grow your international sales, call us.