Category: Selling to Retailers

Creating Effective Line Sheets

As a former road rep, I sold nearly exclusively from sales flyers.  My flyers typically showcased the products, pictures, pricing, and terms.  In most cases, I kept samples in my car, but seldom needed to show them to the buyers.…

Reasons Why Buyers Say No

If you have spent much time selling, you probably already know that a “No” from a buyer may or may not really mean no. During a buyer’s busy work schedule, talking to many sales people, sometimes saying no really means…

How Many Choices are Too Many?

Sometimes too many choices can overwhelm your customers. Don’t understand?  Let me give you an example: A few years back, I represented a company that made ‘berry’ products (very big in Idaho).  When she first started out, she exhibited in…

Gift Shop Buyers Want Unique Products

Gift and independent retail stores, unlike big box stores (i.e. Wal-Mart, Costco, etc.) or grocery stores, prefer new and unique products.  They are not interested, necessarily, in a “proven product” that has great sales volume, but would rather buy locally-made…