Category: Working with Buyers

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…

Getting More Orders

Getting buyers to place that first order is just the beginning of selling to retailers.  What can we do to get more orders? First, we have talked about some of the necessary steps when presenting to buyers to place the first…