Sales Team Training 4/28/16b

1. Sales Team Training
Training 3
Events

2. TastingEvent Overview

3. Why Tasting Events?
Diet-to-Go has partnered with local clubs as Partners in Health. Aside from our website, this is
our main sales channel.
This is a win/win relationship:
• Our customers have an opportunity to check out a local fitness center and receive
a special offer to join the club
• Club members have an opportunity to complete the wellness picture by
conveniently picking up fresh, delicious meals right where they are.
As a Diet-to-Go Sales Rep you are the face of the company.
Your key responsibilities are to:
• Sell meal plans (most important)
• Educate club members about DTG meal plans
• Get club members to sample our food

4. Preparing For Your Event
It’s so much easier to be
successful when you are
prepared. Use this list to
create your sales kit and to
make sure you have
everything you need for an
event.
Suitcases and rolling storage
cubes are ideal for storing and
transporting your sales kit
items.
Eventually, this list will serve
as your inventory list. If you
are unfamiliar with any of the
items on this list, ask your
Account Executive.

5. Dressing For Your Event
Business casual or fitness attire is
appropriate for events.
Please refrain from showing too much skin
or dressing sloppily.
Remember, you are the face of Diet-to-Go. It is important that you present yourself in a
professional and flattering manner.

6. Event Best Practices
• Arrive at least 20 minutes before your event start time to set up your table and prepare your
mind for selling
• Smile
• Your meal samples will be in the Diet-to-Go refrigerator. There will be two bags with red tags
on them. Familiarize yourself with which samples you have and offer everyone who passes a
sample.
• Use your iPad to demonstrate menu customization and online features
• ASK FOR THE SALE!

7. Creating an Appealing Display
Your display table is meant to be inviting and appetizing. Display your laminated menus and price
sheet along with one or more handouts (ie. 8 Spices Your Heart will Love). Only give paper menus
and price sheets to really interested customers. These are just sample menus as we are constantly
updating our menus.
As you set up your table
people may approach. Put
out your brochures and
lead sheets first so that
they can take info and
your AE can follow up
with them if they don’t
stick around.
Playing your iPad
slideshow gives them
something else to look at
as you set up.

8. Proper Table Set Up
Lead Sheets & Brochures
Go First
Then Menus & Handouts Put Samples Out LastPlate Your meal (optional)
Tablecloth Table Liner

9. Table Set Up (Continued)
Putting your samples out last helps you to peak
interest and build excitement.
Let your prospect explore the menu and fill out
a lead sheet while you set the samples out.
If you are given a small table, don’t worry
about plating a meal.
Use the iPad to show pictures of the food
along with a packed meal to demonstrate how
the food is packaged.

10. Plating Your Sample Meal
Plating a meal shows that this is real, satisfying
and delicious food. You can eat like a normal
person and lose weight.
1. Choose a sample meal that looks appetizing
2. Make it look like a lot of food
3. Make sure the protein portion of the meal is
prominently featured

11. Most Important Display Features
• Your personality
• iPad Menu Management Feature and/or Display Meal
• Sample Cups
• Lead sheets (submit leads to your AE via email)
• Nutrition Breakdown Pie Chart Handout
• Price Sheets
• “__% OFF Today Only” Sign
These items are your best sales tools –

12. Approaching Potential Customers
Smile!
Winning opening lines:
• “Would you like a sample to fuel your
workout?”
• “Can I offer you a little protein after a
hard workout?”
• “Did you know you can pick up fresh,
delicious meals here at the club?”
Often customers are more receptive as they
are leaving the club
Customers with kids can be a bit harder to engage.
Protect your samples! Sometimes parents are
looking for a quick meal for their kids at your table.
Say “One sample per person, please”

13. Taking an Order
You can take an order using
your iPad or by using a paper
order form. Paper is easiest to
start with.
Always have a few paper order
forms set up on clipboards so
that you are prepared to help
multiple customers at once.
Each customer has to fill out a
separate form; even husbands
and wives.
Confirm these critical details:
• Meal Plan
• Phone Number
• Email Address
• Start Date
• Credit Card Info
Important: Let customers know that this is a recurring order
and that they will have to call or email by noon on Monday
to stop the plan on any given week.

14. Important Things to Remember
You are a representative of Diet-to-Go. When talking about the company use the
pronoun “WE” not “THEY” (ie “We have a USDA certified kitchen based in
Northern Virginia”)
Call your Account Executive if you are unsure about whether we can
accommodate specific food allergies or preferences
Double check the email address and credit card information on every order
Keep complete order forms in a secure place while at the event (your wallet is a
good place)
People who have RSVPd should receive your primary attention. Excuse yourself to
encourage anyone who stops by to fill out a “Free Day” lead sheet and take a
sample. Talk to RSVPs off to the side of the table so that others can access samples
Call or text your Account Executive after the event to let them know how it went

15. Take the Events Quiz
http://diettogo.com/sales-team-training-quiz