One of the hardest obstacles to overcoming when selling to retailers is convincing them to buy TODAY, rather than waiting until they have time to ‘think about it’ ….. One of the worst thing you can do during a sales…
Category: Salesmanship
Lost Wholesale Accounts
Wholesale accounts sometimes come and go. Lost Wholesale Accounts is not uncommon, but can be salvaged with a little extra work. Often, most wholesale accounts are lost because follow up was not up to par. Your products may have sold…
Marketing vs. Sales
Are you Marketing Your Products or Selling them?? What is the difference?? When I was an traveling sales rep, I was actively selling products. But as an online salesman, I have learned to be effective at marketing as well. Of…
Sales Skills for Artisans and Professional Crafters
I am not an artisan or professional crafter, but I have sold these types of items to retail store buyers and to end consumer via stores I managed. Selling is selling no matter who or what it is you are…
Dealing with High Risk Stores
Dealing with stores in trouble or going out of business. Stores come and go, but when they plan to go out of business, they can leave unfinished business and unpaid bills. Watch for any communications from your buyers that may…
Red Flags When Evaluating Your Customer Base
Red Flags to look for when evaluating your customer base. Over the years, I discovered several “red flags” to consider when reviewing stores I wished to continue or discontinue servicing. The issues listed below may cause further problems with an…
Evaluating Your Customer Base
Over time, you want to evaluate your current customer base to see which customers are making money for you and which are not. The beginning of the year is a good time to review your customer list to determine which…
Have You Tried Assumptive Selling?
While joining in on a discussion on Craft Biz Facebook group, moderator, Carolyn Edlund references a wonderful article called Assumptive Selling. Jack White, authors the FineArtViews blog where this article first appeared. Below is several points from his excellent article:…
Tips to Get Your Potential Customers to Call Back
Recently, I ran across an article written by Jill Konrath, Sales Expert on effective voice mails to leave with your potential clients/customers. In this age of phone and email contact, it is important to have a strategy to make your…
Sales Tips: The Golden Rule of High Trust Selling
The Golden Rule says to do unto other as you would like others to do unto you, but I say “sell unto others as you would like to be sold to!” The days of pushy uninformed sales people are over! …
Sales Tips: Selling as an Information Sharing Process
Selling to a store buyer is a process of information sharing between them and the producer. Most buyers want to be sold on your products, but in order to make their decisions, they need time to explore the options you…
Sales Tips: Setting Up Systems
Keeping and maintaining good systems make the difference between a good sales business and a struggling business. David Kahle, sales trainer and author, says “routine work is best accomplished by implementing effective systems.” Efficient time saving and success in sales…