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Regardless of how effective a salesperson you are, the events that stimulate a prospective customer’s buying behavior are outside of your control.
Most of us have purchased an automobile. I don’t think anyone would argue that you’re at a huge disadvantage because it is something you do infrequently and the car salesman, especially the sales manager, does it every day. If you’re an above average negotiator, the best you can hope for is a fair deal.
Your greatest strength is always your greatest weakness. Imagine Tom Brady just relying on his field skills instead of studying the opposition, preparing a good game plan, and then executing. He’d get his butt kicked!
Among the greatest challenges I’ve faced over the past 35 years in working with smaller manufacturers and distributors are the misconceptions about what product publicity can achieve for them. This is because publicity has always been viewed as a fringe function
What follows is actual feedback I’ve received from clients which describes the impact that properly executed product publicity campaigns have had on their businesses beyond getting exposure in magazines and on the web.
The events that stimulate a prospective customers’ buying behavior are outside of your control; regardless of how great a sales team you have. If a prospective customer doesn’t perceive a need for what you are selling, you can call on them until you are blue in the face without success.
Creating a sales presentation and executing it lets you really understand who you are, what you are selling, the benefits you provide to a prospective customer, and why they should buy from you.
Back in the early seventies, I was the first Northeastern University co-operative education student ever to hold a field sales position at the Paul Revere Insurance Company. It was an opportunity I created for myself.
Starting a business can be a very scary experience, especially if you are a working-class kid trying to realize the American Dream. That was me over 35 years ago and I remember saying to myself, “If I was a farmer back in the early 1900s, I’d have to
Back in the mid-seventies when I was a young man interviewing for a sales manager position at a fax machine company (brand new technology then) that I don’t recall because, after all, that was long ago,