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Coach

Selling Smarter

By Rosalie Marcus

About Rosalie

Speaker, author and sales coach Rosalie Marcus, The Promo Biz Coach provides proven tools, tips and strategies for selling smarter, working less and making more!
 

Compliance Chat

Jeff Jacobs
So You've Got a Recall. What Now?
Jul 25, 2014

It wasn't very long ago, working as a promotional products end-user client that I thought of product safety as pretty...



Jeff's Rant

Jeff Solomon, MAS
Maintaining Profitability—Part 1
Jul 24, 2014

The news of a well-known supplier with a long history closing their doors stunned the industry recently. This isn’t the...



Kiwi's Coaching Corner

Paul  Kiewiet
What? What? What? (Ask 'What?' Three Times) Part 3 of 'Get Curious About Your Business'
Jul 17, 2014

Most of us never plan. We don’t plan to fail. We don’t plan to succeed either. The purpose of this...



Not So Technically Speaking

Dale Denham
While You Were Typing
Jul 15, 2014

I cannot believe you are still using your fingers to type on your phone!...



Beyond Words

Rebecca Kollmann, MAS+
Group Text
Jul 14, 2014

Group texts fall into the same category as "reply to all" in an email. They have their place, but should...



Embellished

Kyle Richardson
The Best Laid Plans
Jul 11, 2014

Why it's always smart to keep a planner with your schedule and important documents, and why it's never smart to...



Million Dollar Mindset with Greg Muzzillo

Greg Muzzillo
Are You Suffering from Calculator-itis?
Jul 7, 2014

Are you suffering from calculator-itis? Calculator-itis is a common symptom among salespeople. Most of us suffer from this more than...



Promotional Fashionista

Colleen McKenna
5 Soccer Promotions for After the World Cup
Jul 1, 2014

Studies show that Americans prefer soccer to NASCAR. Here are five items to sell to soccer fans....



Mike's Blog

Michael Cornnell
Interview with Jason Black, CEO of Top Distributor Boundless Network
May 19, 2014

Ranking #19 on the Top 50 List, Black shares his thoughts on the future of the industry and what has...



Be Bold, Be Different, Be Memorable

Rick Greene, MAS
Source Your Inner Iron Man
Jun 11, 2014

Be a hero. Look for opportunities to swoop in and save the day. Source your inner Thor or Wonder Woman....



The Hot Button

Mary Ellen Sokalski, MAS
"How It's Made" Can Make You More
Jun 11, 2014

The show "How Its Made" is celebrating its 22nd season on television. How can we be a hit, season after season,...



Quick Thoughts by Cliff Quicksell, MAS

Cliff Quicksell, MAS
Presentation Keys are Essential to Your Ultimate Success
May 29, 2014

As a speaker, it is imperative to follow a certain set of standards to stay on top of my game....



Be Dazzled

Elise Hacking Carr
Got Control Issues?
May 14, 2014

Does chaos define you? How you respond to certain situations says a lot about your character. Here are five quotes...



Guest Blogs

Guest Contributor
The Anatomy of Emotional Marketing
Apr 11, 2014

You've probably heard the old adage: "It's the thought that counts." This could not be any truer, especially in business. When...



Big Picture Promo

Matt Kaspari, CAS
Meeting Clients Where They Are
Oct 24, 2013

Promotional marketing is at its best when it empowers a client’s brand, meets his or her objectives and fits within...



My Two Cents

Rick Brenner
For Promotional Product Sales, Protect Your Client's Brand
Jun 3, 2013

Whether you are selling to a global brand like Nike or to your local YMCA, no single asset is more...



Friday Sales-thought of the Week!

Dale Limes, MAS
Reverse Engineer Your Sales Success
Mar 18, 2013

Steven Covey reminds us that when setting goals ... "Start with the end in mind." That is to visualize the...



Editor's Notes

Nichole Stella
The Perfect Match
Mar 5, 2013

The Super Bowl has also become the Ad Bowl, where brands duke it out to see who has the funniest,...



The Sales Challenge

Bill Farquharson
Think and Succeed
May 29, 2012

What would happen if you woke up in the morning and your first thought was, "I am never going to...



Creating More Purposeful Sales Conversations

Lisa Leitch, CSP, MAS
Under 100 Days to Achieve 2011 Goals
Oct 20, 2011

It's hard to believe, but there are fewer than 100 days left to achieve 2011 goals! Are you on track...



Are Your Prospects Disappearing?

 

I recently got an email from a distributor asking for help on this scenario: She said she connected briefly with a prospect at a networking event. The prospect asked her to present holiday gift ideas for his clients. She promptly went to work, spent hours coming up with ideas that she believed would be suitable for his target market. The prospect got back to her, nixed all her ideas and said none of them had the wow effect he was looking for and if he was going to spend that much money, he expected more.

Spending hours on research and presenting fresh product ideas, only to have the prospect nix them (or even worse, disappear) is a common scenario in our industry and one that many of us, including me in my early days, have had to deal with.

Here are my suggestions to her and to anyone who can identify with this situation. Spend time qualifying the prospect before you spend hours coming up with ideas for them. Ask questions up-front that will help you know if this is a prospect worth pursuing.

How can you identify good prospects? One solution is to pre-qualify them with questions, such as:

  • Are they willing to give you time for a longer conversation about how you can help them?
  • Do they have an immediate need such a special event, product launch or trade show coming up?
  • Do they have a special challenge you can solve using a promotional product?
  • Do they have a marketing budget?
  • Are they part of the decision-making process?
  • Do they have the ability to give you ongoing business or referrals?
  • Do they value your time and input or are they only concerned with finding the lowest price?

Dedicate your time to the prospects that meet your criteria, and if they don't, move along. Save your time and effort for your best prospects.

In the case of my distributor friend, she set up a meeting with her prospect to better understand his needs and how she could best meet them in the future. A serious conversation can go a long way in closing more sales.

I would enjoy hearing from you. What have you done to pre-qualify prospects and make the best use of your time? Please respond below.

Looking for more help to sell smarter and grow your promotional products sales faster?  I'm having a holiday sale, until Friday, November 30, on my 3 top-selling programs to boost your promotional products business. You can find out more here: http://conta.cc/TXTCT0

Rosalie Marcus, the Promo Biz Coach, teaches people in promotional products sales how to sell smarter, attract choice clients and increase their sales quickly! She is the creator of The FAST TRACK to Making Money in Promotional Products Sales, Niche to Be Rich Secrets and the Women Selling Smarter Program. Reach her at Rosalie@promobizcoach.com or 215-572-6766. Visit her website http://www.promobizcoach.com for a free special report: 10 Big Mistakes Promotional Products Professionals Make and How to Avoid Them and Double Your Sales!

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