Six Steps in the Selling Process

If your sales are in a slump, don’t fire your sales manager. Analyze your selling process to see if it contains all the ingredients for success. Sales planning: a) goal setting, b) business development, and c) develop strategies and tactics. Sales Presentation development: a) meticulous preparation ~ know everything about the customer, their customers, and […]

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Fourth Quarter Push & Promotion Opportunities

Upcoming holidays and special events provide plenty of promotion and themed merchandising possibilities. Everybody is pinching their pennies. (Just the other day, I got an IOU from the ATM.) How can you use the holidays to Heat Up Your Sales? October: Halloween provides Spooktacular Savings. Scare up some ways to provide added value for your […]

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Obtain 15 Accomplishments This Quarter

“How can I possibly get 15 things done this quarter,” you may ask. It’s quite simple. For each of your top five customers, set three goals that absolutely, positively, have to be completed. Business building goals like get new items authorized, get an additional order, meet the buyer’s boss, or whatever. At the end of […]

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Good Habits ~ A Baker’s Dozen

Start early. Ask the right questions. Ask for referrals. Create client specific plans. Show enthusiasm. Tell the truth. Ask for the next appointment during the meeting. Take notes. Be responsible. Read industry publications. Network twice a week. Be on time for meetings. Keep your sense of humor. Set your objectives, hustle, and give your professional […]

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