Well-known cabinet rep trains dealers in how to sell
John Valente has been in the cabinet business for 27 years. In that time, he’s represented many different lines. He’s worked inside cabinet companies and he’s worked from the outside.
But there has been one constant throughout that period: Valente and his team of reps have approached the business as a ground game, partnering with local kitchen and bath dealers, and helping them to grow their businesses.
“Product lines today have become much more complicated,” Valente explains. “And it goes way beyond just sharing product knowledge. We consider it our job to help them learn how to sell.” One example: Valente and his team train their kitchen and bath dealers to conduct 10-question interviews of their prospects to help them invest precious time in selling only to those who are ‘serious’ about remodeling.
Valente recounts a generous offer from one of his dealers who retired after 30 years in business and encouraged Valente to use a vacation home the dealer built after a successful career. The dealer told Valente that his advice had helped him to acquire the house. “Any rep can walk in with sales chips, but I approach the business by asking how I can bring business to my customers.”
