What is it about this industry that catches folk, pulls them in and never lets them go? Could it be love?
Read MoreCould This Be Love? My Valentine’s Blog
Category: Distributor News
Communication Lessons from a Teenager
We are warned about the Gen Y buyer who is telephone-adverse and wants the quick, non-personal communication found digitally. But when spending a large amount of money and hoping for a strong return on investment, it’s tough for the buyer to make a confident, informed decision when left to nothing but their mobile devices.
Read MoreThe Meetings Before The Meeting
Many times we start presenting and selling before we have paid the price of admission or earned the right to proceed, and this can be a big mistake.If you don’t know anything about the company you are targeting, and don’t take the time to get to know the buyer as a person before you start presenting and selling, most likely you will fail.
Read More…Really?
In the course of working on a few new projects, some rude awakenings of how the distributor/supplier relationship works, or occasionally doesn’t work, have me scratching my head and asking, “…Really?”
Read MoreHow to Get Prospects Calling You
Calls to Action, or CTAs, are words or sentences that encourage and motivate your current clients or best prospects to take immediate action. You want more business, right? An enticing CTA on all your marketing materials can make a big difference in increasing your promotional products sales.
Read MoreHow To Build Your Natural Creativity
Have you ever used creativity in a benefit statement or explained to your clients that you can provide creative solutions for their business problems, but were not sure if you could pull it off after you made that statement?
Read MoreWhat is Your Favorite Business?
Think about your favorite restaurant. Where do you like to shop for clothes? Are there any places where you love to spend money? Your goal is to acheive that level of favored status with your clients and customers.
Read MoreThe ABCs of Selling
A common misnomer in the world of sales is “Always Be Closing.” This may be true if you are working from an options-based sales cycle, but in a solutions-based sales cycle the ABCs are “Always Be Connecting.”
Read MoreMajor Industry Shifts from Q4 2012
A look at some of the executive-level appointments and resignations from the last two months.
Read MoreIs Your Value Proposition Strong Enough?
If you are struggling to get appointments with top level management, you probably have a weak value proposition. But what exactly is a value proposition?
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