Grow With The Power Of No!

There is nothing like rejection to increase your sales! Most of us feel that the worst thing about being in sales is the rejection. The fact that someone does not want what we have to sell. The feeling that someone does not like us enough to want to buy from us can be heartbreaking if […]

Customer Retention: The Great Lost Opportunity

We spend much more time and money and effort on attaining new customers than on retaining the ones we have already. It’s true that companies in all industries including ours are structured around customer acquisition rather than retention. In his new book, Never Lose a Customer Again: Turn any sale into a lifetime of loyalty […]

Doing The Right Things In Tough Times

More people than ever are calling me for advice on how to spend their days. Frankly pre-Covid I would have been put off by this question. Really, a salesperson asking how she should spend her days? I would have thought she could have figured that out by now. But now, well, these are not normal […]

Why Forecasting?

As a great advocate of forecasting and the importance that a good forecast is to a company’s planning, I honestly don’t understand how someone can run any business without a forecast consisting of their current customers and how much business they will bring to their company in the next month, quarter, and year. Then, and […]

That Dreaded Cold Call

To paraphrase Mark Twain “the reports of the death of the cold call have been greatly exaggerated.”  I know that every salesperson in the country wishes that the cold call was in fact truly dead. But sorry guys, it’s not. To be a salesperson you have to call people and talk to them about buying […]

Ready, Set, Go!

Well maybe not today or tomorrow but we are all going to be out there again, hopefully sooner than later. So, let’s talk about what we need to do to prepare ourselves for our long overdue re-entry into the world of face to face sales. I know that it will not be business as usual, […]

Opportunities – Particularly NPI – Are Exploding!

As the world opens up, so are many opportunities. Word I am hearing from the salespeople I have been meeting with the past few weeks, is that customers are on the prowl! That’s right, customers are on the lookout for new sourcing opportunities.  Companies are looking for alternative sources for their products, especially PCB and […]

Sales Is All About Trust

Building trust with your customers will make them customers for life No matter what else you do for your customers, you have to build trust. If you can get your customers to trust you they will stay with you for life…yes, even if you change companies. Over the years and in many columns, we have […]