In distribution sales, we have the option of selling many different things. Some items we sell are small, low dollar, individual skus, but others like equipment are several thousand dollars. Selling smaller dollar items can be strategically advantageous in getting started with a new customer, but it is easy to habitually sell them to the … Continue reading
“Tell me and I’ll forget; show me and I may remember; involve me and I’ll understand.”… Chinese proverb. The Chinese apparently know a thing or two about selling:) A good demo validates the claims you make during your proposal and makes them believable. They are especially powerful if you sell a tangible product! People … Continue reading
That is exactly how I felt this AM. I woke up still a bit tired from several very busy days, it was cold (21degrees), and I just wanted to go back to bed….at least for 15 minutes:). We all have those times that we are not very motivated. Right? The mark of the true professional … Continue reading
Being successful in sales requires a two-pronged approach. First, you must work on sales skills. Everybody talks about that, and rightly so. We must work fervently to develop our sales skills. But, as we develop sales skills, we must also develop and improve our mindset. Awareness of the way we think is paramount to long-term … Continue reading
I have been selling for many years now. My enthusiasm for the business is stronger than ever. Why? Simple. I committed to getting better every day, to learning, to teaching, to growing and helping others grow! The harder I work at my profession the more I love it!!! Can’t wait till tomorrow.
Which should you use sales calls…printed sales sheets or digital copies that you email? Both…of course! It is more practical and faster to use a printed sheet during a presentation. You can point to features on the sheet, highlight salient points, and leave it with them. Besides, many buyers are tactical and prefer something they … Continue reading