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CAS

Big Picture Promo

By Matt Kaspari, CAS

About Matt

Kaspo CEO, Matt Kaspari CAS, will elaborate on the big picture of branding and the role of promotional products in creating empowered brands.
 

Guest Blogs

Guest Contributor
Which Version of QuickBooks Is Best for Ad Specialty Distributors?
Mar 27, 2015

There are five versions of QuickBooks, each designed for specific applications, and the ad specialty business was not one of...



Kiwi's Coaching Corner

Paul  Kiewiet
Hone
Mar 26, 2015

What are you doing to hone your skills? Hone. What a funny word! Abraham Lincoln said, “Give me six hours...



Lights, Camera, Promotion!

Brittany Hahn
In a Relationship: The Bachelor and Power Meetings
Mar 25, 2015

My mom often tells me, "Brittany, you should apply to be a contestant on the show 'The Bachelor' to find...



Not So Technically Speaking

Dale Denham
Industry IT Innovation
Mar 24, 2015

A small group of IT leaders is beginning to change the technology dynamics in the industry. Two years ago, a...



Compliance Chat

Jeff Jacobs
Want to Know Who's Really Influential? We’re Going to Use Data to Find Out
Mar 20, 2015

Starting today, we are embarking on the most comprehensive search of the promotional products industry's top content providers ever done....



Jeff's Rant

Jeff Solomon, MAS
How Does Amazon’s Business Model Affect Ours?
Mar 19, 2015

Our evolving industry business model continues to be a hot topic. Recently I started wondering how an online purchasing mentality,...



Beyond Words

Rebecca Kollmann, MAS+
Spring Cleaning
Mar 16, 2015

It’s that time of year when the world looks fresh and clean—for those of us with winters of snow, we...



Be Bold, Be Different, Be Memorable

Rick Greene, MAS
My Best Promotion: Infusing Bold Solutions & What We Do Do
Mar 4, 2015

This year, the Be Bold, Be Different, Be Memorable blog postings will have a common theme. Promo Marketing has asked...



Million Dollar Mindset with Greg Muzzillo

Greg Muzzillo
Wisdom from Lady Gaga
Mar 2, 2015

I recently watched the Academy Awards and was amazed at Lady Gaga’s tribute to “The Sound of Music.” If you...



Selling Smarter

Rosalie Marcus
Feeling Reluctant?
Feb 17, 2015

Have you ever felt reluctant to make a sales call, follow up with a client or attend a networking event?...



Quick Thoughts by Cliff Quicksell, MAS

Cliff Quicksell, MAS
Measure the ROI at Trade Shows (Using the Right Mix of Creative and Promotional Products)
Dec 30, 2014

Every year more and more products are being introduced into the market, and after a while it all looks 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,...



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...



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...



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,...



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...



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...



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...



The ABCs of Selling

 

A common misnomer in the world of sales is "Always Be Closing." It has been said that any successful sales man knows the ABCs of selling and how to enact them. This may be true if you are working from an options-based sales cycle. In this scenario, the sales representative is constantly focused on closing as many people as possible as quickly as possible.

In a solutions-based sales cycle the ABCs are "Always Be Connecting." The focus shifts from closing the deal to nurturing a relationship. Every element of the sales cycle contributes to the building of a relationship rather than closing the deal. In this scenario, the sales representative is constantly focused on the experience he is creating for his client and lets the sales cycle do the closing.

The solutions-based sales cycle is crafted in a way that does all the selling for you. Each step builds on the relationship and adds value to your client's experience. At the end of it all, the client knows you are on their side and are working to provide the best solutions to accomplish their objectives.

In return for the connection your client pays you in two valuable ways: first, they pay for a custom promotional campaign with a 50% markup, and second, they refer you to their network. The solutions-based sales cycle then feeds itself with warm leads, which we all know are the best kind of leads you can get.

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