Dan Smith is a Field Trainer for BG Products and former BG Elite sales rep. He was one of the first (if not THE first) sales reps to sell over a million dollars calling strictly on independent garages. However, he now works with reps all over the country, helping them develop programs in independents and new car dealers, alike. In this episode of Smoke & Burn, Dan and I discuss the massive impact he had on independents in the metro Detroit area, possible approaches to cold calling, diving into your customers’ businesses, building a comprehensive recommendation structure, and getting everyone in the store invested in the success of the program. No matter what type of territory you manage, I think you’re going to find our discussion thought-provoking and insightful!