Maintaining Control of the Sales Process
A lot of sales training focuses on the idea of maintaining control of the sales process: Directing attention, leading the conversation, deferring questions about price until the end. Essentially it's
Category
Performance
It’s Time to Reboot Your Customer Base
David: In our last podcast, we talked about how adversity reveals a client's true colors. This week. I'd like to take it a step further and explore the idea of
Helping Clients Overcome the Fear
The COVID-19 crisis caused many business owners to experience things for the very first time. Customers ordered to stay home. Businesses deemed nonessential and ordered to close. Many personal liberties
Video: Now is the Time to Lead
The time to lead is now. Recently, I was contacted by ASI and asked to put together a video with some thoughts on how promotional products distributors can deal with
These Audience Members Inspire Me
Jim Rohn once said, “Don’t let your learning lead to knowledge, let your learning lead to action.” This week, I’ve been conducting live training sessions at the PPAI Expo in
Making This Your Best Year Ever
As the new year begins, it's a good time to reflect back on the good and the bad. The friends we've made, the people we've lost and what to do
If I Gave You $1,000…
If I gave you $1,000, what would you do with it? Take just a moment and think about that, because the answer will tell you a lot about the way
Paupers Selling Promos
Most people starting out in our industry have no experience selling promotional products. That's understandable. Maybe they had previous experience selling other services like print or embroidery, or maybe they
The Problem with Under-Promise/Over-Deliver
Everyone knows that if you over-promise and under-deliver, it kills your credibility with clients. But what about the reverse? What if you under-promise and over-deliver -- giving them more than