Head of Her Class

RM: Hard selling sales techniques went out with the last century. Today, you’re not persuading people to buy promotional products, you’re educating them on how promotional
products can help them overcome their toughest business challenges, such as increasing sales, recruiting new employees, decreasing accidents in the workplace and dozens of other ways. Promotional products can help them promote their product, their service or even themselves. Educate your prospects and clients by sharing case studies and industry research with them. It positions you as a professional.

PM: As a former educator, what role does your background play in the work you do today?

RM: Teaching in an inner city school taught me to be creative, to think on my feet and not to give up. It also helped me to become a good problem solver. All these skills helped tremendously in my promotional products sales career and in my career today as a business coach, sales trainer and speaker who specializes in helping people in the industry get their business up to speed and make a good income faster than they could on their own. What I do best is take the mystery and struggle out of growing a highly profitable promotional products business.

My teaching background helps me to produce programs, products and services that tell you exactly what you need to boost your promotional products sales and income in language that is easy to follow and understand. I make it fun and share my own personal experiences. Nothing I recommend is pie-in-the-sky theory. It’s all been proven and time-tested.

PM: What are the A-B-Cs of selling?

RM: The three things to keep in mind are:

A—stands for “Attitude.” It sounds like common sense, but a positive attitude is a must for promotional products consultants. Sales can be tough and there may be some days when you just feeling like giving up. This is where your attitude comes in. I’m a big believer in surrounding yourself with positive role models and being mentored or coached. I always have a motivating book on my night table and I listen to motivating audio in my car and office. I focus on what I want to happen, not what I don’t want in my business and my life.