Afraid of Being a Pest in Sales?
Many people in sales are afraid of being a pest. Some aren’t sure how aggressive or persistent to be when following up with a client. "I don’t want to be
Present Only to Clients’ Hot Buttons
Don’t recommend any promotional product solution to a prospect or client, without first identifying the hot buttons that are most important to them… It's critical to sales. In relationship selling, it’s
Excitement Without Knowledge Leads to Burnout in Promo Sales
One of the major reasons that some of the most promising new salespeople fail to make it in the promotional products industry is that they have the excitement, but they
Focus is Critical to Building Promo Sales Proactively
Much of the frustration that we encounter in business can be traced to a lack of focus on our most important daily functions. Every day, it seems we have way too
Time Wasters
There are many things that compete each day to get us sidetracked and waste our time, but for promotional products salespeople, I find the following five to be particularly problematic
The Difference in Performance
What is the difference between a $20,000.00 a year salesperson and a $200,000.00 a year salesperson in the promotional products industry? It Begins with Confidence No, I don’t mean unjustified confidence born
Four Tips for Providing Great Follow-Up
What can we do to ensure more new and repeat business for ourselves? We can start by making sure our follow-up procedures are solid. A widely quoted statistic among business people
The Real Reason We Lose Promotional Products Business
What is the real reason we lose business when selling? Every day, I get questions from industry salespeople about how to handle problems that cost them business and clients. Here
Why “the Rich Get Richer” in Promotional Products Sales
During a recent presentation to a group of top-performing industry salespeople, I realized the adage is true: The rich get richer in promotional products sales. Success begets success. Profitable selling begets