How to gain customer commitment

How to gain customer commitment

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....
4 Elements to Overcoming Inexperience

4 Elements to Overcoming Inexperience

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...
Building Self-confidence

Building Self-confidence

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...
The Efficient Home Office

The Efficient Home Office

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...
Shifting Sales and Service Channels

Shifting Sales and Service Channels

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,...
Treat Them All the Same

Treat Them All the Same

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...
Who Is Really Making The Big Decision?

Who Is Really Making The Big Decision?

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...
Selling to a Unique Interest

Selling to a Unique Interest

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,...