Reverse Engineer Your Sales Success

By Dale Limes and Mas

Glad you asked ... the answer is:

Do a little research
Find some cool products
Think of creative ways to use the products
Then ... go find someone to share them with!

First, spend some time studying your 2013 vendor catalogs, ESP or Sage, supplier websites, or contact your local supplier reps, wherever you go for new product ideas.

Review the newest and best niche products or fresh ideas that you feel would be great to market to prospects. You may find some great new general product ideas, or some very defined market specific product ideas.

Study your favorite ideas, and think about who you would market them to, and how you would go about marketing them. Order samples, and get prepared.

The most important part is setting appointments based on your enthusiasm for these cool products and great ideas. Don't forget your existing clients either. Some of your best new ideas will work great for them too.

Set appointments by saying:

"We have been researching new products to discover the best marketing tools available, and I was just giving you a call to see if you would be open to hearing some new ideas that may help you build your brand?"

"What I had in mind was for us to set a brief meeting in the next few days so we could review some specific ideas I have discovered that I believe will be of great interest to you."

Become an expert at finding and presenting your top ideas, and you may find great joy and success in trying this method.

Is this method of finding ideas, and setting meetings based on your findings really backward? Perhaps not and maybe some of you are already working this way but we can certainly tell you it has opened doors for many of our salespeople.