I have been a sales person most of my life. I started out at the age of 10 selling Girl Scout cookies and later, Christmas cards. Selling was fairly easy for me as I enjoyed talking with people, but I…
Category: Working with Buyers
Money is in the Re-orders
If you have opened some of your first wholesale accounts, congratulations! But you have just started as the money in wholesaling is in the re-orders! And the re-orders will not automatically come in without any effort! As you know, landing…
What to Do When the Buyer Says No
Last post we talked about some of the reasons why a buyer says no to your products. Today, I would like to share about what you can do when a buyer tells you no — which is often just an…
Why the Buyer Says No
No matter how hard you try to sell your products, sometimes, the buyer says no! It is inevitable! There are many reasons why a buyer will tell you no and finding out why is important to the growth of your…
The Sales Presentation, Part Two
In Part One of The Sales Presentation, we discussed introducing yourself and talking with the buyer. This week we will cover Part 2 which is the actual sales process. BEGINNING THE SALES PROCESS If you are fortunate enough to interest…
The Sales Presentation, Part One
There are as many different ways to make a sales call as there are sales people in the field. Everyone uses their own system, but after many years as a sales rep, I found the following system to work best…
Good Photos for Your Products
During my years as a sales rep, traveling all over Idaho, into Montana and Oregon, I did most of my selling out of a ‘pitch book’. If you are not familiar with a ‘pitch book’ is contains pictures, sales flyers…
Sell to Big Box Stores AND Independent Stores?
Last post we talked about Selling through Independent Retailers. Working with smaller retailers is the best place to start wholesaling your products for many different reasons listed in the article. When I was an active road rep, I worked exclusively…
Selling Through Independent Retailers
When you first start wholesaling your products, I recommend you make your first sales calls with independent retailers. Too many producers wanted me, as their sales rep, to place their products in Costco or WalMart. Not only did I not…
Cold Call Email Tips
Cold calling has moved from showing up in person to calling on the phone or emailing. So how do you wholesale your products as a cold call email to retailers? This question is probably one of the most asked questions…
Emailing Store Buyers
Emailing store buyers is the next step in email marketing. If you have a blog or customer newsletter in place, you might want to start setting up a wholesale buyer list. Personally, I have never started a email campaign to…
Why Stores Won’t Buy Your Products
Getting your products, your sales materials and samples together for a wholesale buyer presentation is one thing …. actually getting buyers to buy is another!! Jane Button of Design 2 Market Success wrote an article listing the 3 Reasons Stores…