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You spend most of your day smiling and dialing as a telemarketer. Maybe you log major miles as a road warrior. Perhaps you support your field sales force as an inside technical wiz. No matter what type of sales job you have, one thing remains the same: Nnothing happens until somebody sells something to someone very much like the guy pictured here to the right.
"Sales Tips" offers advice for seasoned sales veterans and plenty of good, solid "Sales 101" training for salespeople new to the game. Enjoy!
Sales Features
The Burnout Fuse is Getting Shorter
Jun 1, 2008 12:00 PM,
By Russell J. White
Golfer Annika Sorenstam recently announced her retirement from the LPGA Tour at the age of 37. She played at the top of the sport and is retiring to pursue...
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The Go Factor
Jul 1, 2006 12:00 PM,
By Russell White
Ask your board, your executive team and yourself: Are we making decisions based on continued and future success, or are we making decisions on the here...
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Certifying Your Salespeople
Jun 1, 2006 12:00 PM,
By Jack Foster, Contributing Writer
Electrical manufacturers' representatives are no longer the sole beneficiaries of an intensive four-day sales training program to improve sales skills....
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Striving for Perfection
Jun 1, 2006 12:00 PM,
By Russell White
Leaders all too often focus on obstacles rather than opportunities. They must first have the vision to see opportunities for their companies and then...
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Driving Sales
May 1, 2006 12:00 PM,
By Mike Dandridge
You've been there. It's 4 p.m. and you're leaving your last appointment. You made every sales call on your schedule. You weren't just an order-taker today....
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For over 40 years, John McCarthy's sales articles in Electrical Wholesaling have educated readers on the basics of sales in the electrical wholesaling industry. The dozens of articles he has written for the magazine are amongst the most popular editorial EW has published. To give you a flavor of John McCarthy's work, the editors of Electrical Wholesaling have collected several groups of articles right here. You can find many others by typing "John McCarthy" into "Search EW
Sales Basics
Prospecting is key to your success. Even though much of any company's growth stems from increased sales with established accounts any firm that relies solely on current customers to achieve its growth objectives will eventually fail.
Successful Selling
The first essential is to enter every selling situation in the right frame of mind. Although your long-range objective is to obtain an order, your immediate and continuing goal must be to help your customer solve or avoid a problem, or to awaken the customer to a need of which he or she may be unaware. Our primary function in selling is to serve the customer. If the customer senses this, obtaining orders will be easier.
Sales Tools
What are these necessary elements that define the work of a sales professional? The first is knowledge — of your company, your products and services, your customers, your competition and your profession.
Key Questions
When used intelligently, questions can help a distributor salesperson succeed in any selling situation.
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