Category: Sales
Are Your Customers Speaking For You?
Most people will tune out when you tell them how great your company is. The will even turn you off if you spend too much time talking about all of the great things your company can do for them. And they will practically throw you out of their office when you start to pull the dreaded Power Point presentation out […]
Selling On Price Is A Losers Game
If you prospect for price you are going to get price oriented customers. You are only going to “buy” your way into an account and yes, you are going to set the precedent for the life of that account. So says Mark Hunter in his classic book High-Profit Prospecting published by Amacom. And allow me to add, if you think […]
Do You Have Prospects Or Just Suspects?
Do you ever feel you are barking up that proverbial wrong tree? Do you keep seeing the same people and getting nowhere? Do you sometimes wonder if you are in the right state? Or at the right company? Or with the right person? Scary thoughts aren’t they? Especially if any of them apply to you. In this column inspired by […]
Developing Homegrown Sales People
We all know that finding and hiring good sales people has become a problem. There are just not that many good ones out there right now. They are either retired, gone to work in other fields or like the old general himself just faded away. So what are you going to do? You need sales people. You need more […]
It’s A Brand Spanking New Year!
Making 2020 the best year of your sales career. Ten surefire steps to make sure you have a successful 2020! Even if you didn’t do your homework in Q4, it’s not too late to set yourself up for a great year. All you need is two days of planning and then a lot of hard work and you will make […]
Prospecting Is Mandatory
Get out there and do it now! I know you hate to prospect and you hate to make cold calls, so this is what we have to talk about today. Whether you like it or not. There is a great book by Mark Hunter called High-Profit Prospecting, a trade paperback published by Amacom. This book is a first rate guide to […]
50 Holiday Wishes For All The Salespeople Out There
As the season of joy is upon us, here are my holiday wishes for all of you salespeople out there. May your products all be great and on time. May your operations people truly understand and appreciate what you do to bring them business. May your customers like you. That’s right. like you, because frankly, this is the first step […]
Don’t Give Your PCBs Away!
Look I know getting business is hard. I know that you’re biggest problem is always having enough business and I certainly know that most of our customers pride themselves in buying the cheapest circuit board that money can buy. But still that is no excuse to give away your boards. You have got to make a profit on what you […]
Respect The Customer, No Matter What!
Times may have changed, but some things never do. The old adage that the customer is always right still stands. No matter how hard it is to accept, you have to live with that law if you want to stay in business. We all know that it is harder to respect the customer now than it has ever been. Customers […]
Give Your Customer Your Very Best
Walk with the customer. Care about him. Make sure that you know what she needs and give it to her. Make sure that he knows that you care about what will make his life easier and provide it. Look, the hard sell is dead, if it ever was alive in the first place. Now we have to work to gain […]
