Category: Sales
Selling On Price Is How You Lose
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 great new book High-Profit Prospecting published by Amacom. And allow me to add, if you think that […]
Open-Minded Selling
Great sales people will try anything. There is a theory that goes, “Look at the way a person dresses today, and you can tell when he went to high school” Try it out, and you’ll see that most of the time it’s true. Khakis and button-down oxford cloth shirts? Pre-hippie days sixties. Gray haired ponytails? Late sixties early seventies. White […]
Are Your Sales Prospects Really Just Sales 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 never mind the right company with the right person? Scary thoughts aren’t they? Especially if any of them apply to you. In this the second of three […]
Sometimes You Just Get Lucky
An oldie worth repeating: “The harder you work, the luckier you get.” Being successful in sales takes a lot of hard work, dedication and downright stubbornness. It takes working long hours, and being prepared, after all nothing good just falls into your lap…or does it? I am about to tell you a true story. Yes, this story is true, but […]
No Willie Lomans Please!
Reinventing yourself Okay, you have been at this a long time, maybe too long, heck twenty, thirty, or even forty years, and now you’re getting a bit, shall we say, long in the tooth and somewhat tired. But you still love the business, and kind of, still like what you do. You like it enough to stick around for a […]
Contract Manufacturers Are Not Exempt From Needing Sales And Marketing
For many years now, too many that I want to count, I have been a real pain in the neck advocating that all board shops need marketing, they need to advertise, send out newsletters, hire and manage, measure, and motivate sales people, create forecasts, and account plans and pay attention to their customers’ needs. Interestingly enough, up to a few […]
Stop Procrastinating And Start Prospecting
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. To help us, 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 making sure that […]
Getting The Most From Walking IPC Apex 2019!
With IPC Apex Expo 2019 coming up next week, I thought it would be a good idea to talk about some of my ideas for helping visitors who are not exhibiting, but are attending the show. Obviously, we have talked a great deal about how to get the most of your dollars when you exhibit at a trade show; and […]
When Will PCB Shops Understand Rep Firms?
I spend a lot of my time helping board shops with their rep issues. I spend a lot of time trying to convince these shops that they are going to have to change the way they handle their rep relationships and start treating them as partners rather than second hand citizens if they want this whole thing to work. I […]
Are You A True Salesperson?
The “It” Factor As this year ends, and the new year is almost upon us, we should all do a little soul searching, a little self-evaluation, to make sure we still have “it”. A “tune up” if you will, to make sure that we still have “it”. “It” being the thing that makes us great sales people. The “It” that […]
