Paul Cherry

302 478-4443

Distributor Opportunities: Improving Dealer Relationships

Dear Paul, I need help with improving dealer relationships. My products are sold primarily through dealers and distributors. I have a really hard time judging whether or not a dealer is going to be successful at selling my products. Half the time I am thrilled that they are willing to take on my line. We have the honeymoon period where everything seems to go well but after a few months, many of them seem to fade away on delivering results. I am willing to spend time and energy motivating them to sell more of my products, but I am not Read More…

What’s Your Biggest Obstacle?

What’s standing in the way of your next closed sale? If you’re like many salespeople, you’ve heard a multitude of explanations and excuses for why clients walk away from a deal. Another vendor offers a comparable product at a lower price. The time just isn’t right to make an investment in “something new.” Based on a theoretical case study she prepared in college, your prospect’s third cousin’s wife has advised your prospect to go in a different direction. Yes, you’ve heard plenty of explanations ranging from understandable to plausible to laughable. It’s easy to follow-up with prospects and overcome their Read More…

How Will You Respond To A Prospect Who Asks About Price?

How Will You Respond

When you’re a salesperson, there’s nothing like the feeling when your inbound line rings. When prospects call you, they’re actively seeking you out, which means they have a pre-established interest in the goods or services you sell. Common Questions One of the most common questions prospects will open the conversation with you is, “How much does your product or service cost?” When you field an incoming call, how do you normally respond to this familiar question? If you’re like many, you explain your pricing structure and tell your curious prospects that they can get X, Y, or Z for an Read More…

What Good Managers Know About Holding Their Sales Team Accountable

Being a good manager means passing the Goldilocks test: not too hard, not too soft, but just right. Accountability can be difficult for managers to implement, especially if they did not have good managers themselves when they worked on a sales force. Everyone wants to be a good manager, but definitions of the term can vary. Ultimately, a good manager is one whose sales team is successful every quarter. There are a lot of factors that go into creating that level of success, however, and accountability is an important one. Fear of Confrontation Can Hinder Performance Some people see a Read More…

Web Seminar: 3 Ways to Knock Out Competitor Relationships

DATE: Thursday, February 2, 2017 TIME: 11 am EST (8 am PST) LENGTH: 30 minutes Register Here What do you do when a prospect tells you, “We’re satisfied with our existing vendor relationship?” Should you… Nitpick your competitor’s weaknesses? Overwhelm prospects with a laundry list of all your best attributes (in 30 seconds or less)? Beg for an opportunity to just hear you out? Give your prospect such a low-ball price, that they’ll just have to do business with you? ABSOLUTELY NOT. Your prospect will stop listening to you. Register Now Existing vendor relationships The truth is, most prospects are not thrilled Read More…