Promotional Products Distributors: Would You Fire This Client? (Part 2)
FollowMy last blog post on “Would You Fire This Client?” attracted some great responses and a request to share what to say to a customer once you’ve decided to sever the relationship. Today, I’m going to share with you a simple strategy for disengaging with those crazy customers—the ones that can ruin your days and […]
Follow My last blog post on “Would You Fire This Client?” attracted some great responses and a request to share what to say to a customer once you’ve decided to sever the relationship. Today, I’m going to share with you a simple strategy for...Are You Wasting Your Time With The WRONG Prospects?
Your goal as a promotional products sales professional is to always keep your sales pipeline full but, like it or not, some people will be poor prospects for you and a complete waste of your time. Your job on a first contact or meeting is to weed out the good prospects from the “tire kickers.” Here […]
Follow Your goal as a promotional products sales professional is to always keep your sales pipeline full but, like it or not, some people will be poor prospects for you and a complete waste of your time. Your job on a first contact or meeting is to weed out the good...Should You Ever Stop Following Up?
Did you know it can take between five to seven contacts with a prospect, and sometimes longer, before they become a customer? That’s why consistent and effective follow-up is what separates a promotional consultant who is really successful from one who is just getting by. Should you ever give up on follow-up? That depends on how valuable the prospect is to you. […]
Follow Did you know it can take between five to seven contacts with a prospect, and sometimes longer, before they become a customer? That’s why consistent and effective follow-up is what separates a promotional consultant who is really successful from one who is just...Can Upselling Backfire? (No, I don’t want the extended warranty!)
On my flight back from L.A. to Philly this week, I read Daniel Pink’s latest book To Sell is Human. It’s a thought-provoking read, from an outstanding author and thought leader, that shatters the myth of the sleazy sales person and lets us know that, in today’s world, we’re all in sales. Whether you’re selling promotional […]
Follow On my flight back from L.A. to Philly this week, I read Daniel Pink’s latest book To Sell is Human. It’s a thought-provoking read, from an outstanding author and thought leader, that shatters the myth of the sleazy sales person and lets us know...