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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.
 

Kiwi's Coaching Corner

Paul  Kiewiet
Why Should They Choose You?
Feb 26, 2015

If you don’t know why customers should choose to work with you over all of their other options, how in...



Lights, Camera, Promotion!

Brittany Hahn
Leave Your Lover
Feb 25, 2015

Recruiting people to work for you is similar to finding a significant other. The person has to be confident but...



Not So Technically Speaking

Dale Denham
All Promise and No Reality
Feb 24, 2015

Good technology requires a good fit. A good fit requires a process to work with your technology. A new technology...



Compliance Chat

Jeff Jacobs
What's Your Biggest Business Threat?
Feb 20, 2015

We're beginning to craft the editorial content for the next QCAConnect, coming out in March. I hope you have enjoyed...



Jeff's Rant

Jeff Solomon, MAS
Suppliers, Where Are You? Distributors, Where Are You?
Feb 19, 2015

I am hardly an expert in the area of social media. In my personal online life, I will post pictures...



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?...



Beyond Words

Rebecca Kollmann, MAS+
Give the Gift of Time
Feb 9, 2015

None of us have the time we’d like to accomplish what we need to get done. Time is a precious...



Million Dollar Mindset with Greg Muzzillo

Greg Muzzillo
Groundhog Day
Feb 2, 2015

The celebrations of another New Year are now a month old. Where are you at in creating the new you,...



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...



Be Bold, Be Different, Be Memorable

Rick Greene, MAS
Setting Annual Sales Goals are a Waste of Time II—Sales Goals Strike Back
Oct 29, 2014

For some people, setting sales goals is not a waste of time. It's all about perceptions, really—perceptions that empower and...



Guest Blogs

Guest Contributor
How Can a 3D Printer Make You Money?
Oct 24, 2014

One of the most difficult parts of getting the sale is showing the customer exactly what they want when they...



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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