Category: Salesmanship

Follow Up to Complete the Sale

Over the years, I have written several articles suggesting follow up systems to use with buyers after a presentation.  Follow up is probably the most important step is when selling to retailers. Here are the best tips from my article: Follow…

What is Selling?

Nearly everything we do in life involved some level of selling.  We “sell” ourselves to a potential employee when we go to an interview; we sell ourselves to the member of the opposite sex when we start a relationship; and…

Overcoming Objections

Last article, we set the ground work with Selling is About Relationships. I would like to expand on the topic by sharing what to do to overcoming objections during the buying process. Very early in my sales career, I discovered…