Question: Because of the slow down in my market, my competitors are trying to gain business anywhere they can. They are more active in my good accounts than ever before. How can I protect my good accounts from the competition? Great question. This is a major threat...
“Low price, low price, low price.” It’s the mantra that salespeople in every industry segment are hearing more these days than ever before. Customers, looking for ways to contain costs, naturally pressure their vendors for lower costs. But, is the lowest price the...
In this rapidly changing world, new sources of competition surface continually. Many manufacturers have shown an increasing tendency to take the best customers direct and compete with distribution for the largest customers. In many places, competition among...
Power Strategies for Wholesaler Distributor Salespeople Selling for a distributor places you in a unique environment. While it’s true that many basic sales principles apply to you, there are additional complications arising out of your position as a distributor...
The ultimate goal of every sales system is to develop and nurture a handful of ‘partners.’ These are customers who are so committed to you that they form the foundation of your revenue. Let’s unpack this. What’s a partner? A partner is a client who has developed an...
Whether you are a small business person, or a professional sales person, you can utilize a powerful strategy to take your sales performance to dramatically higher levels — leverage. Leverage revolves around the idea of multiplying the effects of some effort. ...
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