SPAR78 Menu Board: Channel Service Edition

SPAR78Menu Board

Channel Service Edition

Distributor sales teams sell products every day. Selling a service takes a different conversation. Practise it here before the customer hears it.

Prepared for Schneider Electric

Every product sale has a service door

A discontinued part, last month's outage, a new line going in. The rep at the counter hears these first. Each conversation below practises opening one of those doors and handing a qualified opportunity to the service specialist.

Choose the conversation

Three moments when a distributor rep can turn a product request into a service opportunity.

Choose who you face

Each customer has a history, pressures you cannot see, and something they will not tell you unless you earn it.

Set the dial

Same conversation, very different opponent.

Make it yours

Optional. Use your distributor name and the kind of customer you call on. Never real customer names or confidential numbers.

Your distributor Customer's industry

Choose how you are scored

Pick up to three skills. Each is scored 1 to 5 against written anchors, and the coach tells you what to do differently next run.

Coaching

After the bell

Debrief

The platform scores each skill 1 to 5 and the coach gives specific feedback. Then talk it through with these three questions, written for .

Readiness bands

Average score	Band	What it means

What a channel practice room could look like

90 daysPilot RoomOne distributor, 10 to 20 sellers, these three conversations tuned to the service offers and branch situations that matter most. Baseline scores in week one, exit scores in week twelve.

Field resultsMeasured in pipelinePractice scores sit beside what changes in the field: service conversations opened, specialist meetings booked, service quotes created and product pulled through.

ScaleChannel RolloutAdd distributor partners and new service offers as they launch. Every partner practises the same conversations, with its own name on the room.