Author: Steve K

Wholesale Sales Guide To Success Training Manual (MASTER)

Company Essentials

  • Company Gmail Address: We will set you up with a Gmail account.
  • Google Phone Number: We highly recommend getting a Google Voice number. This allows you to share a business number instead of your personal one, preventing spam calls. You can also use it for business cards with confidence.
  • Access to Elev8.one
  • New Hire Information
  • Wholesale Login

Wholesale Rep Requirements

You must agree to:

Quick Links

Training Process

Commission Pay Structure (Effective 6-21-19)

  • 16% on wholesale sales of Elev8 Gear (paid after receiving payment)
  • 10% on Elev8 Premier Glass or Elev8 Veteran Glass
  • Training Period:
    • 5% on first 3 orders
    • 10% on 4th-6th orders
    • 13% on 7th-9th orders
    • 16% on 10th order and beyond
    • Pay structure may be negotiated with your trainer

Elev8 Mission Statement

“We believe that by offering uniquely artistic, high-quality products at value pricing, nothing can stop us. Through hard work, dedication, and a commitment to customer satisfaction, we will continue to provide the best products and the best service. In return, our customers will give us the opportunity to make this a better world for everyone!”

Code of Conduct

  1. Quality – Success starts with quality.
  2. Pride – Show pride and loyalty to Elev8.
  3. Integrity – Adhere to high social and moral values.
  4. Teamwork – Strong teams build strong companies.
  5. Patience – Growth comes with challenges and opportunities.
  6. Respect:
    • Respect co-workers and maintain a positive work environment.
    • Self-respect: Do your best personally and professionally.
    • Personal accountability: Take responsibility for your actions.
    • Humility & Gratitude: Seek help when needed and appreciate opportunities.
  7. Customer Focus – Prioritize customer needs in every action.
  8. Honesty – Always maintain transparency.
  9. Continuous Improvement – Always seek ways to grow.
  10. Positive Attitude – A good attitude improves the work environment.

Communication & Tools

Gmail

Phone & Texts

Websites to Know

Customer Relations Management (CRM) – Elev8.One

Sales Process: GQPC (Greet, Qualify, Pitch, Close)

Marketing Materials & Training

Final Steps for New Accounts

 

– Company Gmail address
– We will set you up with a Gmail account
– Google Phone Number
– We highly suggest getting a google voice number.  This way you can give it out and it’s not your real number.   This is good for many reasons.  If you ever wanted to get cards you can hand them out with confidence you will not get personal spam calls.  We use the voice here as well.
– Sign up for a google voice.
– Access to Elev8.one
– New Hire Information
– Wholesale Login

Things You Must Do As A Wholesale Rep

Agree to this Ambassador Wholesale Sales Agreement

Responsibility Agreement

Quick Links

Customer Relations Management Software (ELEV8 ONE)

Sales       Resellers MUSTS
RMA policies
Sales Videos
Marketing
Code Of Conduct
Product Knowledge
Phoenix Oath Glass Warranty

Tips and Tricks

Training Process:

Get to know Elev8 Distribution Get To Know Elev8 Short Video Get To Know A Day In The Life of Elev8 Vapes

Pay Structure as of 6-21-19 For Commission Sales Reps On Accounts that are given to the new representative from the training sales representative.

  • After you are trained up you will receive 16% on the wholesale sales that you produce on Elev8 Gear.  You only get paid after we have received the money for the order.  Do not ship an order out until you have been paid.
  • You will receive 10% for any Elev8 Premier glass or Elev8 Veteran glass sold wholesale
  •  We will do our best to get you 3 good accounts to start with
    • Training Period
      • You will be paid 5% on your first 3 orders.
      • You will be paid 10% on your 4th-6th orders.
      • You will be paid 13% on your 7th -9th orders.
      • On the tenth of your order, you should feel good to fully make the pitch and make the sale
      • without any help.  At this time you will be paid 16% for this and all the orders you make in the future.
      • If you feel at any time this is not a fair structure please get with the salesperson you are working with so it can be negotiated.

ELEV8 Mission Statement

We believe that by offering uniquely artistic, high-quality products at value pricing nothing can stop us. Through hard work, dedication, and a commitment to customer satisfaction we will continue to provide the best products and the best service. In return, our customers will give us the opportunity to make this a better world for everyone!

Know the Code Of Conduct Elev8 Distribution Lives By

Here at Elev8 Distribution, we have this code of conduct because we believe in it. We feel by adhering to these codes of conduct we will build the billion-dollar company we have envisioned. The general intent of writing a code of conduct is to be able to hold each other accountable when something happens in the course of business. All of these items have been agreed upon by the collective employees of Elev8.

  1. Quality – Success begins with quality.
  2. Pride – Show pride in and loyalty to Elev8
  3. Integrity – Integrity is the consistent adherence to the social standards and moral values that are set forth in society.   
  4. Teamwork    – We are a team, the greater the team the greater the company!
  5. Patience – We are a growing company and there will always be growing pains, but with the pains, we will build opportunities!
  6. Respect:
    1. Co-workers– When in the workplace follow the simple rule if you don’t have anything nice to say, then don’t say anything at all.
    2. Self-respect– Don’t do anything to yourself that prevents you from doing the best job possible, or just being the best person possible.
    3. Personal Accountability– If anything that is undesirable happens and you are responsible for it, you must take responsibility for it.
    4. Humble and Grateful – If you have concerns about being able to complete a task, ask someone that will be able to answer your questions. Also, be grateful for the things you are provided within life and professionally.
  7. Customers– With everything we do in the course of the day we must keep the customer in mind.
  8. Honesty – If you can’t be honest with yourself you most likely won’t be able, to be honest with your coworkers. Sometimes it may hurt but in the long run, it hurts less than bullshitting. 
  9. Continue to Improve – There will always be room for improvement, be it a process, or an aspect of your personal life, never stop growing, never stop getting better
  10. Positive Attitude – Employees should come into work placing their best foot forward, it will elevate the mood of all of those around you and create a better overall environment.

Communication is KEY

Gmail

Phone Texts

Websites to KNOW

Learn Elev8 Distribution.com.  This is the site you will send wholesale customers to.  This is the front page (splash page) for Elev8 Distribution.  When the wholesale customer logs in from this site they actually log in at Elev8GlassGallery.com.  When someone logs in to elev8glassgallery.com as a wholesale customer the site changes to reflect the wholesale price of the items.  The site also changes color and feel.

Get to know the Knowledge Base for the back end of Elev8 Distribution.  Here is where we have answers to your questions.  If you do not see what you are looking for please hit the questions button and ask us.  If you have the question, someone else will and this will be a huge help for them. Browse 7thfloorvapes.com to see where we came from

Elev8.One
Customer Relations Software

This is our CRM ( Customer Relations Management Software)  This is very very important to use and if you are working with us for wholesale sales you MUST use this. You will want to use this to keep track of your wholesale clients, who they are, what their address is, any notes to help with sales such as what they like, do they have kids, any personal information to make a connection.  This is so you do not have to remember.  Once said the faintest ink is better than the strongest memory.  You have a lot on your plate, we know this, so use this tool to help manage your life. Once we sign you up for Elev8 Distribution you will be designated with your own account wholesale type that only you have access to other than by the management team. If you have any questions please ask by clicking on the ask a question button through the FAQ knowledge base

  • How To Login
  • How to add an account
    • An account is a shop, not a person.
    • The account must be made before you can add a contact to the account.  This is because the data has to be made before it can be tied to other data.
    • All notes should be saved in the notes section for the account and not in the contact.  Contacts change, the accounts will never change.
  • How to add contact
    • A contact is a person that should be tied to an account
    • The contacts email is what is used for an order to be placed with Elev8.one and Big C
    • How to change a contact in Elev8 One
  • How to add notes
    • Leaving a note is VERY VERY important.  We need these so that we can continue the conversation with the customer
    • Do not leave notes in a contact, only leave a note in the ACCOUNT.
  • How to place a wholesale draft order  (note: you can only have one draft order at a time)
  • SHOP OVERVIEW NOTES
    • These are very important for first glance and easy to find.  Notes to leave here would be names of shop people, their family, their pets, owners, anything that can help you connect with this customer.
  • Making a cremation order

HELPFUL HIGHLIGHTS

  • Elev8 one communicates to Big Commerce (online store) by the email data field.  This is how the account (store/shop) talks to Big C.  The contact that is the buyer for the account will have the email in their contact and that is how you find your buyer for the account (store/shop).

Making sure you do these steps is very important for the process of the company.  Each shop needs to know our RMA policy for any issue they may have.  They also need to know that selling on any auction site is prohibited.

Big Commerce Sales Info

  1. How to enter a draft order
  2. How to add a customer Back End
  3. How to add a customer Front End
  4. How to have the customer login and see their order for the first Sale

Authorize.Net

You will use Authorize.Net in times that using Big Commerce is not possible.

  1. How to process a payment in Authorize Net

Product Knowledge:

Sales Info, Objections And Rebuttals

  1. Product Features & Benefits – Sales Objections and Rebuttals
  2. Elev8 Vaporizer Quick Info 
  3. The Silver Surfer Vaporizer (SSV)
  4. Super Surfer Vaporizer (SSV but internal is SUP)
  5. WRS Silver Surfers And Super Surfers Link to WRS logo and image info
  6. SideKick Portable Vaporizer  (SK)
  7. ELEV8R Vaporizer 
  8. Wax Maxer Personal Portable Vaporizer Pen
  9. Desktop Vaporizer – overcoming objections for Sales Training 
  10. Concentrates in the Elev8 Desktop Vaporizers
  11.  EOK (essential oil kit)  Elev8 Sales Training
  12. Learn about the custom repeatable glass for the Elev8 line of Vapes 
  13. ELEV8 Premier Pipes 
  14. Learning about Dab Straws and other concentrate devices Elev8 Distribution sells 
  15. Sales Training for Elev8 Grinders 
  16. Sales Training: Elev8 Grinders and Jars
  17. Phoenix Oath

Get to know our vapes and other vapes available in our product reviews:

Vapor Guide and Vaporizer Comparison Sheets

 

Phoenix Oath Glass Warranty

Learn About The Pheonix Oath

  • Sold wholesale
    • You do not earn commission on this
    • Your shop will earn the 8% commission, this is a tool to be used to make our products a better deal at their storefront.
    • You must share this form with your shop and let them know the customer must register and it is a good idea for them to do it for them.

The Sales Process:

This is very important and when done properly can lead to great results.  You can learn more about this Top-Down sales technique and how it’s used.
Steps for a new shop

  1. This is a more in-depth sales process.
  2. Use Headshopnearme.org or google to find shops that you have not called and are not in Elev8.one
  3. When you get through to a person you can add their info to your list.  You would add this person to this list if you did not find out the buyer/owner’s info.  If you do not have access request it, please.
  4. Once you get the info you need you will add the person to Elev8.one.  Remember that you must add the contact and their info, then press the save button before you can add any notes.  Once you save it once you can then open it and add a note.
  5. Add to your calendar if you have said you will call them back
  6. When you have a new shop sign up Follow this LINK to learn how to get them to make themselves an account.  This gets us more accurate info, as well as reduces your work.

GQPC  (GREET – QUALIFY – PITCH – CLOSE)   (Greet, Qualify, Pitch, Close) Main sheets (for internal-only)

Greet: 

  • Introduce yourself
  • Get a feel for the shop
  • Talk to who you can, if you can get to an owner, buyer or someone who can make buying decisions
  • Tell them who you are and why you are there
  • This is where you would add in any additional information you may have researched about the facility.
  • Remember, this is really all about the client, you are trying to open up the conversation for them to talk more about their organization, so you learn more about them.

Qualify:

Click the link for in-depth info

  • Ask questions!
  • Find out what sells best for them, what the trends are, what they actually offer, how their business is going, ext…
  • The more questions you can ask, the better you will be to find an opportunity that we can help fulfill.
  • Remember, this is still about them, so it is all about trying to get their problems that we can offer a solution for.
  • Don’t jump to a pitch before fully qualifying. It is easy to find something that we offer that will work good in a shop, but we want the pitch to include everything they need, not just the first thing that they need.
  • Make sure you have enough information about the organization to pitch them what they need.
  • Not doing the qualification correctly could lead to missed opportunities, wasted time, closing bad deals, not knowing how to sell them, unable to close, ext.
  • Keys to qualifying:
    • Find their needs
    • Know the decision-making process
    • know who they work with
  • Examples:
    • What sort of products sell best for you?
    • Do you offer an array of smoking accessories?
    • Are you guys experiencing an influx in Concentrate Accessories? (Bangers, E-nails, Dab rigs or Dab straws)
    • What kind of budget are we working within?
    • How long have you guys been around?

Pitch: 

  • This is where you put all of the information you gathered and link it to the right products that we offer. A great line to use is “because you said___, I would recommend___” Make sure your solution solves their problem.
  • You want to phrase a pitch as if it was the buyer’s idea. They should have told you enough that it sort of was their idea.
  • Good product knowledge and possible options will help with this step. This will help you overcome any objections and help turn negatives into a positive for the customer.
  • Pricing will come up at this point if it hasn’t already, but it is key to focus on the value over the price.
  • The pitch can be given after the first contact and might be 3 or 4 follow-ups later than that. It might take some time to gather all of the information need, to get to the right person, and to have the relationship that they will buy from you.
  • Have a good understanding of the products that you are pitching because it is very tough to close without being able to describe the product in detail and tell them why they would need to choose that.
  • Sell Self-assurances. Confidence sells and buyers are often as attracted to the seller as to the product. Don’t show doubt, don’t say, “it’s my goal,” or that you “hope” for something. Say things like, “it will”

Close:

  • Money in the drawer!
  • Take payment and finalize the sale.
  • This step also involves sending the customer order invoice and tracking information.
  • Reaffirm the sale so the buyer feels confident with the sale
  • Follow up and check how the product is moving. This gives you a reason to call, if it is not moving we can help, and if it is moving they might need to order more!
  • Top ways to improve Close Rate:
  • Stop pitching your offering upfront
  • Learn more about the clients most pressing challenges
  • Understand their key objectives
  • Determine the value of achieving those objectives
  • Make sure all the decision-makers are involved

You can read a really great article at  https://fitsmallbusiness.com/b2b-sales-business-selling/ 

(DO NOT SIGN UP FOR THE PROGRAM) Here is a great cold calling video to help you out

Tricks and Tips

  • Use a script. Wright a script down, and go through it a few times before the contact. Writing words down will help you remember what you need to say and add confidence to what you do say.  Memorize this though, the conversation will not happen the way you think.  It will happen, but you must be ready to switch gears to work with the buyer.
  • Timing is everything, so if the buyer is busy or you can tell it is not a good time, it is ok to reschedule.
  • Try to avoid talking about money until the client mentions it.
  • Stick to this order, don’t skip steps, and pay attention to what stage of this process you are in.
  • When working with a new shop that does not know about the Silver Surfer you can offer 1 free whip with an order of a Silver or Super Surfer.  This allows them to take the unit home and try it.  If they like it tell them to keep and call up for a new order.  If they do not like it, which we know they will like, they can use the free whip to place in the bag and make the unit a full kit.  They can then sell it has any price they like and at least breaks even.  This way they lose nothing by trying us.

Email Wholesale Template to help up sale

Things to focus on

Prospecting

  • How to set up territory
    • Start small and lockdown 1 area first before you move on.
  • How to find leads
    • Use your resources. (google.com, headshopfinder.com, weedmaps.com, leafly.com, Instagram, facebook ext.)
  • How to prepare
    • Do your research. You want to know a lot about the shop before you even start talking to them. This way you know what to ask and how to stir the conversation to where you want it to go.
    • A great way to get them to know you before you even call is to follow them on Instagram or facebook.  For a few days comment on their posts, get them to notice you by communicating and liking their things.  After a few days of that, you will want to contact them and begin your sales pitch.  They will remember hearing from you.  This is great as now you are not a cold call to them.
  • How to make the first contact
    • have a plan as to what you will say, who you need to talk to, what you need to ask them. Refer up to the Sales Process to formulate the overall plan.  Make sure you have ELEV8.ONE open so you know who you are talking with.  Leave notes in the notes and for the big things that mean a lot to that person, you will want to put that info in the description so it is easy to see and will make the communication with them easier.

Follow Up

  • How to set reminders/appointments and create expectations
    • You can use Google Calendars to schedule appointments out.
      • Good Tutorial:
      • Through Google Calendars, you can even invite other participants and set times to send reminders for your appointment. This will help you as well as the client to actually make the appointment, be ready for you to call, and really pay attention to what you have to say. Typically a good rule of thumb for the reminders would be: Once when you create the event. Once a day before. Once an hour before. This all depends on your customer and what they prefer.
      • You can also use tasks in Gmail, which would set reminders for you and allow you to check them off the list as you complete them.
    • How often to follow up
      • This really depends. It is important for you to ask when a good time to follow up would be. Some clients are not bothered with once every few days, but others have very busy schedules so and you don’t want to take up too much of their time.

First Contact Call Examples:

MARKETING INFO

Google Folder with Info Elev8 Distribution Marketing Page to share with customers

How to find information


if you have been looking for an answer hit the button above if you were not able to find your answer and we will help out. Website Scavenger Hunt This is a small little FORM we have made to help you get acquainted with our products.  If you can take some time to fill this out we fill it will be a wonderful benefit for you and will help make your life easier. Please do this, it is a big win!

Sales Price Sheet Information Sheet Link

Full One Sheet PDF Link

Folder with Individual One Sheets

Function Videos Shops Can Use FOLDER (feel free to give this link out to all shops for them to use)

WHAT YOU NEED

    • Most of all, you need a good attitude. People buy from people they like. Good knowledge of products, glass, and pricing will help. Honesty is another huge selling feature. People do business with people they can trust. So be real.

How come every time I hit my nectar collector it sucks straight through?

You should not put the tip into the concentrates but put it to the side of the concentrates.

Well, because maybe your technique needs to be different. So do not put your tip into the concentrate. Put it on the side and use the side of your dab straw touch the oils. Then inhale. If you put it over the oils, and inhale its like a straw and sucks it up, from the side it can only pull the vapor. Give that a try and thanks for asking!