In Part one 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 a buyer on the first visit, you have your foot in the door! But rather than going directly...
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Steps to Making a Store Presentation — Part 2
Steps to Making a Sales Presentation — Part 1
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 to facilitate sales to gift stores. PRELIMINARY STEPS TO AN IN-STORE SALES CALL The...
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Making Appointments vs. Cold Calling
Cold calling a store is only one of the two different approaches in making a presentation to a buyer. You enter a store and ask to talk to the buyer without any pre-arranged appointment or notice. The other method is making an appointment ahead of time with the buyer. There are many advantages and...
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