Whether you’re selling garage door openers or guidance control systems, medical devices, kitchen appliances, laminate, or printed circuit boards, you must know your product. If you want to be a successful rep, you must study the product, understand how it is built, why it is built a certain way, and most importantly, why the product […]
7 Ways To Choose The Right Business Partner
Finding The Right Partner When you struck out on your own and started your rep firm you had to decide just how large you wanted to firm to be. Many people just strike out on their own and go solo for a while. After a time once the company has successfully launched they might want […]
Salespeople Need To Be Selling
Salespeople need to be selling. Wow! What a brilliant idea. Of course, salespeople need to sell, what else would they be doing if not selling? They are salespeople, right? Sure, they are but they have also been known, at least some of them, to do anything they can rather than be in front of the […]
7 Ways To Find New Customers
We all know that companies must grow or they will die. The same thing applies to rep firms. You must keep growing your business, adding new customers, and increasing your sales, or you too will die. Too many times reps will find three or four major customers and then rely on them for their income […]
The Solutions Meister
When you’re in business, you are in the business of providing solutions. Think about it, everything we do, everything we sell, products, services, treatments, all of these are solutions to problems, filling needs that our customers have. Restaurants feed hungry people. Hardware stores provide solutions to problems whether you are building a house or fixing […]
Becoming a Great Sales Manager
Building a Great Team Through Inspiration We all assume that being a great sales manager, or any manager for that matter, is by holding your people accountable. Oh, that accountability thing, that’s what we live and die for, to make sure that everyone is being held accountable…but is it really? And, to whom are they […]
Targeting Your Ideal Customer
If you are going to successfully sell you products and services, you first must figure out who wants them. Sorry to say but not everyone is going to need or even want what you’re selling. So, rather than waste time trying to sell to everyone regardless of their needs it is much more efficient, not […]
Managing Your Sales Team
Nothing happens by accident anymore, especially when it comes to sales. It used to be so much simpler; you’d buy a good directory, circle those companies that would make good prospects, call them, set up a meeting, go see them and if you did a pretty good job in that meeting you’d get a quote […]
Getting Your Customers To Sell For You: A Step By Step Plan
Getting your customer to brag about your company, and your services, is the best form of advertising that there is. You can tell people how great you are until you’re blue in the face and you might get someone to listen, but get your customers to brag about you and everyone will listen. The trick […]
Are Your Customers Speaking For You?
Most people will tune out when you tell them how great your company is. The will even turn you off if you spend too much time talking about all of the great things your company can do for them. And they will practically throw you out of their office when you start to pull the […]