Category: Salesmanship

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…

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…