by Art Waskey | Nov 23, 2020 | Art of Sales Weekly
One question I am frequently asked by young professionals is how to make their hours of hard work count toward career advancement? Many feel they are treading water — working long hours and spending whatever time is needed to get the job done but not getting to the...
by Art Waskey | Nov 16, 2020 | Art of Sales Weekly
A rep came to me with the news that he was finally making headway with a prospect, but had trouble with them making the commitment. His new contact had told him that he would “think about” his proposal. As his manager, that phrase did not trigger enthusiasm....
by Art Waskey | Nov 9, 2020 | Art of Sales Weekly, Uncategorized
Stalled conversations One of my reps was finding it difficult to engage his prospects and build the relationship. Seeking my counsel he explained, “I’m having a hard time getting the conversation started and when I do, the dialogue seems to end too abruptly. I try...
by Art Waskey | Nov 3, 2020 | Art of Sales Weekly
The seasoned salesperson knows where he/she is going and how to get there. It’s typical, however, to those new to the profession to feel insecure. In fact, it’s a good sign. Quoting Socrates, “The beginning of wisdom is recognizing the depth of your ignorance.” As a...
by Art Waskey | Oct 27, 2020 | Art of Sales Weekly
Self-esteem can be a bit of a misnomer as it often does not come entirely from within. The process of building self-confidence requires the support and encouragement of others. I was fortunate to have a father who bolstered my ego early on. Our family owned a retail...
by Art Waskey | Oct 13, 2020 | Art of Sales Weekly
Many of the sales managers and reps I advise have commented that working from home during this pandemic has made them more efficient. This has come as a pleasant surprise to companies that previously had only on-site employees. Many companies are now moving to make a...
by Art Waskey | Oct 6, 2020 | Art of Sales Weekly
Stay Flexible with your Service Channels I recently went to the hardware store to purchase some plumbing supplies for a home project. I was delayed in getting the job done and when finished, had extra parts to return. At the store, the clerk asked to see my receipt,...
by Art Waskey | Sep 29, 2020 | Art of Sales Weekly
Now that I am no longer a Vice President at a well-established welding and gas distributor, I find it interesting to note how some people treat me differently. After retiring from my position as VP, I began a sales and consulting business. The most successful people I...
by Art Waskey | Sep 22, 2020 | Art of Sales Weekly
A sales rep came to me excited but concerned about a potentially large sale. He relayed: “I have a new account that has a perfect application for a welding robot, but I don’t think my contact will be able to make the decision on a purchase of this size. I sold a...
by Art Waskey | Sep 15, 2020 | Art of Sales Weekly
Selling is about developing trust that evolves into long-term personal relationships. I find it most difficult to get past the initial connection with someone and enter the “trust phase,” as this process takes time and my life is often over booked. In addition,...
