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,...
by Art Waskey | Sep 1, 2020 | Art of Sales Weekly
Stay Positive and Busy I recently received a call from a successful and highly skilled sales executive. I had watched him grow his base of quality accounts with integrity and a strong work ethic. He relayed to me that the Coronavirus pandemic had devastated not only...
by Art Waskey | Aug 25, 2020 | Art of Sales Weekly
I was working with a rep in a new market, one that we had been developing for only a couple of years. A customer that we had picked up early on requested a second visit. He seemed to be “shopping” our prices. At our meeting, I noted that the customer had...
by Sean Newman | Aug 17, 2020 | Art of Sales Weekly
I received an email from an engineer inquiring about my seminar, “Speaking with Confidence.” He told me he had to give a five-minute presentation to 50 people in four days. He wanted to know if I had time to help him get over his fear of speaking and boost his...
by Art Waskey | Aug 10, 2020 | Art of Sales Weekly
I was recently asked to join a rep in a meeting to advise on price with a customer to close a very large sale, potentially our largest of the year. The vendor we were representing also participated in the meeting. The company president reviewed our proposal with her...
by Art Waskey | Aug 3, 2020 | Art of Sales Weekly
I was concerned that my salesperson wasn’t fully committed to building relationships of trust with his customers before trying to sell them our products. To illustrate the importance of getting to know someone before taking any major sales actions, I shared this story...
by Art Waskey | Jul 27, 2020 | Art of Sales Weekly
Presenting your solution to a customer’s problem before securing their commitment can have negative consequences. Be sure you don’t become the “unpaid consultant” by spilling the beans too soon. What do you need to look for in a commitment? You want to establish a...
by Art Waskey | Jul 20, 2020 | Art of Sales Weekly
Are you often excited to make a sales call because you know you have a product or service that your prospective customer desperately needs? You’ve researched how the company is currently performing with their process or service, and you are confident that your...
by Art Waskey | Jul 13, 2020 | Art of Sales Weekly
We all know the value of a good contract, one that holds a customer to a solid, long-term business commitment. Getting a contract signed is therefore an important part of sales rep’s job. Five Tips that Work! For a new customer, agree to hold prices firm for a year if...
