Performance clothing has changed over the past 10 years: silkier, stretchier, more mesh, even less stinky in some cases. So how did that change happen? How did this performance craze evolve?
Read MoreAuthor: Mas
The Better Question
You were trained to ask three questions in order to sell promotional products: “How many do you need,” “When do you need them” and “What’s your budget?” Granted, these are important questions when you are selling stuff. Selling solutions and moving yourself out of the commodity space requires better questions.
Read More“Give Me Some Sugar, Baby!”
I am a year or two into my fourth decade in the promotional products industry. I have a lot of experience and a lot of solutions under my belt, but there are always opportunities to learn, to grow, to approach things fresh and different, to keep yourself energized and productive no matter how long you’ve been at this branding game.
Read MoreThe Same Stuff, from the Same Source, to the Same Buyers
Blue skies, crashing surf and … coconut carvers? What a Mexican beach vacation can teach you about your approach to sales.
Read MorePEAS ARE YOUR ENEMY AND MUST BE DESTROYED!
As this is my first blog post for this new regular Be Bold Blog, it is only appropriate to warn you exactly what you are in for! Within these scintillating paragraphs each time, I’m hopeful you will find an idea or two that will inspire you and then, perspire you. Because it’s about thought, then about doing the work. There is NO substitute for doing the work.
Read MoreReverse Engineer Your Sales Success
Steven Covey reminds us that when setting goals … “Start with the end in mind.” That is to visualize the end result that you hope to accomplish and start your planning process from there … “With the end in mind.”
Read MoreWhat Would You Do Differently?
What would you do differently if your customer was paying you $100.00 for making a presentation? How would you stage it? How would you prepare differently? Would your leave behinds be more professional? Would you use props? Would you practice ahead of time?
Read MoreProactive Selling in a Reactive Environment
If you have been in our industry longer than 10 years, you will probably agree that we have seen significant changes in the way we service our clients. The two most significant changes have been with communications and the “reactive” nature to our sales process today.
Read More“What If” Questions Help You Build Business… Now!
We all know that top producers in our industry are viewed by their clients as promotional marketing consultants or trusted advisors, not product vendors. In order to be viewed this way, you must uncover opportunities within an account that either increases revenue or solves a problem.
Read MoreTell Your Story by Answering Four Questions
Your problem may not be that you don’t have any value to add. Your problem is more likely that you don’t tell your story in a compelling way.
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