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…

Trigger Words That Engage Rather Than Dismiss Your Prospect

How many times have you gone into a meeting with a client and started the conversation by assuring the individual you didn’t want to waste their time or your own? If you’re like many sales professionals, you’ve done this more times than you can count. And if you’re like many sales reps, you’ve often walked away from a potential deal empty-handed. Have you ever wondered why so many deals fall through even though you’ve guaranteed your prospects that you weren’t going to waste their time or yours? While deals fall apart for many reasons, they often crumble simply because of Read More…

Never Ask These Two Questions To Disrupt Your Competitor Vendor Relationship

When someone tells you they’re happy with their current vendor, how do you respond? If you’re like many salespeople, you’re tempted to one of these two questions:   1.“What is it that you like about your vendor?” 2.“What is it that you don’t like about your vendor?” While it may seem natural to ask those questions, they’re actually very dangerous. Why? Because there’s a good chance your prospect’s response to the first query is only going to reinforce their positive feelings for their vendor and their commitment to stay with the supplier. When you ask a prospect what they don’t 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…