Blogs from Art Waskey
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Building a Business Relationship
Stalled conversations One of my reps was finding it difficult to engage his prospects and build the relationship. Seeking my counsel he explained,...
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....
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...
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...
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...
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...
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...
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...
It All Starts Inside You
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...
Build a Better Deal Through Relationships
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...
4 Tips for Speaking Like a Pro
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...
When Your Best Price is Not Good Enough
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....
Relationships Matter
I was concerned that my salesperson wasn’t fully committed to building relationships of trust with his customers before trying to sell them our...
Securing Lasting, Up-Front Commitments
Presenting your solution to a customer’s problem before securing their commitment can have negative consequences. Be sure you don’t become the...
The Firm Up-Front Agreement
Are you often excited to make a sales call because you know you have a product or service that your prospective customer desperately needs? ...
5 Tried and True Tips to Get A Contract Signed
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...
5 Reasons Contracts Work
I remember when your word was your bond and was all that was needed to form an agreement. In the last 20 years, however, verbal contracts have all...
The New Face-to-Face
When I retired in November of 2018, I knew I wanted to continue to chase my other passions: writing, public speaking, and consulting. When I...
3 Reasons to “Just Do It!”
Our company has a great motto: “Do what you say you are going to do, how you say you are going to do it, when you say you are going to do it, no...
Turning a Bid into Business
I was traveling with one of our sales representatives when he informed me that we needed to stop at an account and pick up their annual bid request....
4 Lessons from a Mattress Salesman
My wife had recently noted that our bed was beginning to have two distinct sags, and so on my lunch break I stopped in a mattress store. A...
What’s Your Perspective?
How important is perspective to your success in sales? Consider this. A shoe salesman finds himself on a remote island among a tribe of people who...
4 Tips for Dealing with an Upset Customer
An upset customer is every sales person’s worst scenario, but have you ever considered how placating that angry individual could become an...
5 Time Management Practices to Up Your Game
Do you consider yourself a person with “too much to do, and not enough time to do it?” If so, here are some fundamentals of time management for you...