Sales Information

Wholesale Secrets Revealed: The Holy Grail Of Wholesale!

Like the legendary search for the Holy Grail, the cup that Jesus drank from at the Last Supper, the same "holy crusade" goes on today by veteran and newly anointed business owners for the perfect wholesale, surplus, and drop-shipping resource. They believe that divine intervention will lead them to suppliers that can defeat the economic laws of "supply and demand."

There are more than a few people who try to build an enterprise based on the weak premise that they will able to "score" in demand retail items for their new business, or auction, at either below wholesale prices, or "pennies on the wholesale dollar."

Trying to ride the wave of popular retail products brings out the greed monster in all of us. Pursuing the "deal of the century" has lead some aspiring business owners to risk their startup capital on fraudulent deals and offers.

In this article I want to discuss three of the more sought after sources of product supply, and the "Pros & Cons" of each. I also want to shed a little light on some of the misconceptions people might have about buying "products for resale." The reality is that not every product will be available through wholesale, surplus, and drop-shipping venues.

Wholesalers: Typically, one of the better places to purchase products for your new found venture. Most true wholesalers will require that you have a "Certificate Of Resale" before you can purchase from them. A Certificate Of Resale, or "Tax & Use Certificate," is not hard to obtain, and costs anywhere from five to twenty dollars depending on the state you live in.

Some states do not require that you even have one. You can obtain the certificate from your State Department of Revenue. To see if your state requires you to obtain such a certificate, and for a complete listing of the Departments Of Revenue in all fifty states go to this website:

Depending on your states procedure, once you fill out the paperwork you can get your "Certificate Of Resale" number the same day. You do not have to incorporate in order to obtain a certificate. You need to be a Sole Proprietor (at the very least) and have an address where you plan to conduct business. Once you have your number you will be able to open a business checking account at most local banks. Most do not require more than a few hundred dollars to get started. Wholesalers will require a minimum purchase price that can range anywhere from 100 to 1000 dollars.

A true wholesaler is usually one step away from the original source of the product. For instance, a manufacturer produces blue widgets and wants to get their product into the marketplace. They will then employ a sales representative to get the product into the market, or they will assign a wholesale distributor the exclusive rights to carry and sell their product line. Some companies are import wholesalers. While they do not necessarily manufacture a product, they will import products from manufacturers in the United States, and from countries like China. A great example of such an importer/wholesaler is the

There are a few ways to find wholesale products. Just about every product that is in the distribution chain will usually have a dedicated trade association, organization, or trade publication attached to it. You can find such trade information with the help of the following directory information:

National Association Of Wholesale Distributors

The above website address will lead your toward associations, ranging from Advertising to Woodworking. You should be able to solicit them for wholesalers within a particular industry. If you want to purchase their membership list (separate from the association listings), you will have to get in touch with them to check their current prices. Other good sources are:

Encyclopedia Of Associations By: The Gale Group

The Encyclopedia Of Associations lists over 100,000 different nonprofit American organizations. If you cannot find what you are looking for from the National Association Of Wholesale Distributors in terms of trade associations, then this is the directory for you. However, you will have to go to your library to find this research gem. You can usually find it in the reference section of any large University, or Public Library.

In addition to trade associations, trade magazines are another good source. allows you to: "Search our database of over 150,000 magazines, journals, newsletters, & other periodicals. Find FREE in-depth information on familiar and hard-to-find publications from around the world, representing thousands of topics." allows you to subscribe to trade periodicals from their web site for FREE! No hidden trial offers to qualify.

If you are looking for industrial product manufacturers, then this is the directory for you. The Thomas Regional directory will give you access to services from over "550,000 industrial distributors, manufacturers, and service companies."

The Thomas Regional will help you find suppliers in your own state or region. Registration is required, but you can use the directory for FREE! Other free online sources of wholesale information and offers are:,,,,


Wholesale is the backbone of product supply for any type of new business venture. Large and small wholesalers are usually one step away from the manufacturer. They have the advantage of buying large quantities, and, depending on the type of merchandise, are able to pass along savings to those who are looking for "products for resale." With wholesalers (in most cases) you can be assured of purchasing new product. I can't think of too many "cons" when dealing with wholesalers--other than pricing. There might be items that could be too expensive to sell in the Ebay auction marketplace. Remember, true wholesalers will require that you have a Certificate Of Resale in order to purchase from them.

Surplus & Salvage Merchandise: Another sought after source of supply is retail surplus, closeout, overstock, liquidated, and salvage merchandise. Surplus dealers, and brokers, purchase shelf-pulled, returned, overstock, closeout, liquidated, and salvage merchandise from manufacturers, retail stores, reclamation centers, bankruptcy sales, and just about any business who has slow moving or salvage merchandise.

Surplus dealers buy these obsolete items in large quantities, and then resell them to just about anyone who wants them for their Ebay Auction, Flea Market, Dollar Store, or Retail Store outlet. One of the largest trade associations for the surplus industry is the International Marketing Association Of Surplus Dealers: You can find dealers throughout the United States.

Other sources of finding Surplus, Salvage, Closeout, and Liquidated merchandise include the following:,,,, and National Retail Equipment Liquidators (


The "Pros" of the Surplus & Salvage merchandise is that they can offer you a variety of products at below wholesale prices. However you "market your merchandise," you should be able to find a product, or price, that will fit into any business advertising model. In most cases, you do not need a "Certificate Of Resale" to buy products from Surplus &Salvage Dealers and brokers.

The downside is that you have to do some investigative work. Some dealers will want you to buy merchandise in quantity (a pallet minimum, truckload preferred) and you have to visit the company you are buying from to make sure that the product is, as advertised. Also, more than a few S&S dealers want payment in the form of wire transfer which can be very risky. Also, dealers and brokers will sometimes misrepresent the quality of the merchandise they are are selling. Before you consider doing any business with a surplus dealer, or broker, you must read "The Ten Tenets Of The Retail Surplus And Salvage Business." It can be found here:

The Ten Tenets Of The Retail Surplus And Salvage Business

Drop-Shipping: Supposedly the perfect business model. No inventory, no trips to the post office or UPS. You just set up shop, take the order, pass it along to the wholesale drop-shipping company and they send it out for you. Some drop-ship distributors will even send you ad copy and pictures to help you advertise their products. They can even put your return address on the package! A lot of Retail Catalog companies use drop-shippers as their means of supply.


There is one obvious advantage to drop-shipping. It is basically a "product less" venture. No need to tie up your money in inventory. Drop-Shipping can fit into any business model, or advertising method you happen to use. However, if you are an Ebay Auction seller you might want to rethink that position.

Finding a drop-shipping company that can deliver on a consistent basis can be tough. Drop-Shipping companies have been known to run out of merchandise. If they happen to run out of the product you are auctioning, asking buyers to wait on their product because it is "backordered," does not inspire confidence.

Your negative feedback rating can pile up real quick. The other problem is expense. Some drop-shippers require a sign-up, or "entry fee" before you even start marketing their products. You might also have to pay for support materials, such as pictures and advertisement brochures for the product you choose to sell.

In addition, when you sell a product from a drop-shipping distributor there are processing fees that have to be paid, in order to get the product out the door and in the hands of your customer. That price can range anywhere from 5.00 to 10.00 dollars and up depending on the item. After Ebay and drop-shipping fees, you can wind up loosing money, or at best, breaking even. Bottom-line, drop-shipping and auction selling don't mix. The best bet for any auction venture is to "own what you sell."


Now that we have reviewed the "big three" let me put them into perspective. There are products that can be obtained through a few of featured supply chains, and then there are products that will never make it to the surplus, wholesale, or drop-shipping market. Example: To get Louis Vuitton handbags through a surplus dealer is almost impossible. Surplus dealers that are promoting LV Handbags are misleading you.

Same is true for people who are selling designer handbags on Ebay in mass quantities. The likely scenario is that they are Chinese knockoffs. Over 80 percent of popular retail products here in the United States are copied in the People's Republic Of China. Those products include Nike, Reebok, Puma, Adidas, Louis Vuitton, Calloway (Big Bertha) golf clubs, and just about any product that enjoys popularmerchandising status.

There is no plan by the Chinese government to stop "knockoff" activity because it is a thriving industry that provides employment for the masses. Despite the pleas from American companies to "cease & desist," there is a tepid response from Chinese officials to do address the issue. When raids are conducted, they are "ceremonial" public relations stunts to appear as if they are actually taking action against the counterfeiters.

Another indicator of authenticity is price. You will not find any authentic Louis Vuitton handbags for 30, or even 100 dollars. Most are 500.00 and up. To illustrate this point even further, just think about the popular celebrities of today who are clothes and handbag aficionados. Jennifer Lopez, Britney Spears, Jennifer Aniston, Angelina Jolie, all sport around town with "Louies" that can fetch up to 10,000 dollars for an exclusive style of handbag. Do you think you will ever have access to these items in the wholesale, surplus, or drop-shipping market?

Forget it! You might not even get these in some upscale boutiques! There are people so well connected that they buy up "hot items" like LV Handbags before they even hit the stores. They know who wants these items, and they will purchase whatever is available just so they can have an exclusive for their celebrity clients. Don't get me wrong. It's not that you can't get "designer duds" or handbags at wholesale prices. You will not get high end clothes and accessories that are featured in the latest issue of Vogue, Cosmo, as a "product for resale," in any wholesale environment, unless you spend thousands for the rightto distribute such a product.

Even if some of these items made their way beyond the connected channels of purchasing, exclusive clothing and handbag items like Louis Vuitton will have limited distribution in "hand picked' boutiques, and well connected purchasing agents. In addition, there are people in the fashion industry, as well as other branded industries that would rather have their merchandise burned, or buried before it would reach the wholesale, surplus, or drop-shipping market! For more information on designer clothing, and to learn about designer "fakes," please refer to the following websites:

For a healthy does of honesty, and an eye opening perspective concerning the realities of purchasing designer clothes for resale, the Clothing Broker will definitely explode some popular myths about obtaining such items:

The Clothing Broker


Now lets address the Surplus & Salvage Industry. When people first encounter some of the offers from Surplus dealers, or brokers, they tend to suffer from what I call the "I just found Gold" syndrome. A feverish excitement permeates their brain cells, and reduces them to a quivering pile of jelly, leaving their reasoning skills inoperable! A few thousand dollars later, and after coming to the conclusion that their "Golden Opportunity" turned out to be bars of lead, elation, then turns to anger.

It is a cliche, and I hate using it, but it is more than appropriate when it comes to surplus and salvage products. "If it sounds to good to be true, it probably is!" Some Surplus dealers will hone in one at least one of seven deadly sins--greed! As with wholesale, you will never get certain products for "pennies" on the dollar. One type of surplus product category that has some people loosing their minds is surplus and salvage electronics.

The problem with electronics is that they have a low profit margin even when they are brand new. Finding surplus dealers with working, undamaged, electronic products can be a daunting task. Most salvage electronics can be in pretty rough shape. See

What you are getting from most Surplus Dealers, or companies who specialize in electronic salvage is someone's customer returns, i.e., "junk!" Unless you are a electronics technician, or recycler, then I would stay away from "salvage" electronics.

Even product that is not damaged, and still in the box or retail blister pack, can have a pretty high surplus price. If you find that someone is offering you a electronics item, be it a DVD Player, or Xbox, for eight dollars a unit, then "buyer beware."

For a further explanation of the surplus industry, and how you can avoid "purchasing pitfalls," I would suggest that you read the: "The Ten Tenets Of The Surplus and Salvage Business" found here:

The Ten Tenets Of The Surplus & Salvage Business


My last critique, and word of caution is about drop-shipping. You might have access to information about drop-shipping companies that would prove me wrong. I will not argue with anyone who is dealing with a dropshipping company who is serving them well. However, I will tell you that dropshipping is a risk. I really can't recommend any type of guide, or information that would lead you to a reliable source of drop-shipping companies.

Unlike surplus and wholesale, where you physically own and control the product, that option has been taken out of your hands. You are entrusting a company to ship products directly to your customers. If you get involved with a company who cannot deliver, or who is back ordered, you can find yourself with some very irate customers. Sign up fees, shipping fees, and expenses for support materials can really affect the bottom line.

Also, most drop-shipping companies like to send out product in volume. If you are selling just a few items per week, or per month, it might not be worth if for a drop-shipping company to deal with you. Large retail catalog companies use drop-shipping or "fulfillment" houses, but these companies cater to large scale operations.

The bottom line is this. When it comes to finding product supply for your business it pays to do your homework. Visit the company facility when you can. Never wire any money into a company account. Use a credit card, or Escrow service to protect yourself should your supplier not deliver, or send you defective merchandise.

Understand that you will not be able to get the latest and greatest technology or fashions at surplus and below wholesale prices. If you follow all of these rules, and you use common sense as your "crusade" you just might be able to find your own "Holy Grail," of wholesale product supply!

Robert C. Potter is a wholesale and retail surplus products specialist. He is the author of "The Ultimate Guide To Products For Resale!" Over 300 Wholesale & Surplus Supply Sources For Ebay Auction Sellers, E-Commerce Websites, Flea Market Vendors, and Retail Store Owners! You can find his 160 page ebook at:

Business:Sales Articles from
03/19/2018 03:55 PM
Building Rapport - It's The Little Things That Matter Most
We've all been there: you're in the middle of something and your phone rings and it's a sales person calling. You know instantly how the call is going to go just based on the first few sentences the sales rep utters. And if you listen for just 2 minutes longer, your hunch is confirmed - it's either a "good" call or a "used car salesman" call. And unfortunately, many calls these days sound like the latter. So what can you do to instantly make your calls better? It all starts with focusing on building rapport. Rapport is simply defined as making a true connection with the person you are speaking with, rather than treating them as a prospect you can sell your product or services to. Ultimately, it's about treating your prospect with respect, you know, the way you would like to be treated.
03/13/2018 02:02 PM
For Success In Any Business Organization, Everybody Must Sell
If you want a successful business, you need to ask four key sales-related questions of your entire staff, not just your sales representatives. Answering the four questions can lead to better customer relationships and increase future sales.
03/10/2018 01:03 PM
The Proper Way To Follow Up On A Lead
The secret of sales: 90% of selling situations are recurring selling situations, which means if you want to become a superstar sales person, then you have to take the time to script out a best practice response to them. And that means you have to stop ad-libbing your way through your sales career. Think about it: you wouldn't want a dentist to make it up as he goes along, would you? Of course not! You count on your dentist to be prepared and trained on the up to date, best practices for handling your dental situation. The same is true in sales.
03/06/2018 09:10 AM
Catering Equipment Sales: Types of Sales
Throughout the year there are many sales that take place, some occur on a daily basis, others occur weekly, monthly, seasonally or on special occasions. If you are a bargain hunter then you are always keeping an eye out for the sales, especially if you are a restaurant owner who wants to keep costs low. Here are the types of sales that take place throughout the year.
03/05/2018 04:04 PM
Is This a Good Time to Speak?
How do you feel about this opening? People either love it or hate it. Some sales people think it's a more courteous way of speaking to a new prospect, that it shows respect and separates you from all the other salespeople who are barging in and delivering a monologue. Other people are against using this opening believing that it gives the prospect control of the call and an easy way to get rid of them. So which way is right? The answer is the latter-but with some qualifiers.
03/05/2018 04:01 PM
Nurturing Leads to Benefit Your Business
When it comes to making connections and eventually converting your leads to clients, it may not be enough to simply post top-notch content. You need to make those leads feel as though you are speaking directly to them and nobody else.
02/27/2018 09:57 AM
4 Powerful Tony Robbins Quotes That Can Increase Your Sales
Every time I talk about Tony Robbins, I feel intense emotions. Tony taught me a lot and made a difference in my private and professional life.
02/26/2018 08:15 AM
I Doubled My Income in 90 Days Using This Technique
Seems too good to be true, doesn't it? I mean, who can double their income in just 90 days?! Those were my thoughts when I first heard the top inside sales trainer at the time, Stan Billue, claim that if you followed this one technique, you would do just that. I was struggling at the time, and out of 25 sales reps in my company, I was 23. Life wasn't very good back then. I didn't know what I was doing wrong, so when I heard Stan make this claim, I was all in.
02/22/2018 04:03 PM
5 Reasons Why You Probably Need Cash For Cars
There is a frequent increment in the amount of junk car nowadays and they need to be disposed of safely for the eco friendly environment. Some thoughtful company came with a concept of disposing of these useless cars via safer means. And the seller will get reasonable amount just by selling their junk car.
02/21/2018 08:04 AM
Getting Clients to Attend Your Seminars
For many people in business, a major sales and customer relationship management goal is to try and get customers to attend your seminars, conferences and sales events etc.Unfortunately, such efforts often fail. Some of the commonest reasons given by potential attendees, as to why they did not actually attend, are given below.
02/19/2018 10:02 AM
What Level Are You Playing At Everyday?
Have you ever wanted to improve an area in your business and/or life? Do you ever find yourself feeling frustrated and you're not seeing results that you wanted? And if yes, please keep on reading.
02/12/2018 03:49 PM
Cold Calling: Stop Pitching the Gatekeeper
I was talking with a client last week about some of his new employees. He told me that some of them are struggling to get through to decision makers, and he thought it was because they were "pitching the gatekeeper." I listened to some of his calls, and he was right! Here is the mistake: Many sales reps have never been taught the proper way to deal with gatekeepers, so after being screened out by them, they take the attitude that "If only they (the gatekeeper) knew how much this would benefit the (decision maker), then they'd put me through!" So they start pitching them...
02/05/2018 04:25 PM
Why Motivation Isn't Enough
As the next week rolled around, I was very motivated to meet with my boss and find out what the missing ingredient to performance was. I had spent a few weeks identifying all the things I could do - that I had the ability and potential to do - if I choose to. And during the last week, I explored many areas where I had a lot more knowledge, and even training, than my results in those areas showed. I now had a strong desire to learn what was holding me back, and, as I said, I was motivated to finally learn how to use more of what I had. This led me to think I knew what was missing: motivation. I obviously had lacked the proper motivation or a strong enough desire to put my ability and knowledge to use. I couldn't wait to meet with him again, and that meeting took place on the following Monday. As usual, he asked me how my week's experiment had gone. I told him I'd found that I knew a lot more about things than I was using. He smiled that smile again, and this time I smiled back.
01/29/2018 04:17 PM
Knowledge Is Power - Or Is It?
The week after my first session with my boss was very interesting. I took his advice and began asking myself if I could do a variety of things. Could I actually become the top producer at the company? Could I go back to school and get my PhD? Could I write a bestselling book? Could I get into ideal physical shape and run that marathon one day, and many other things. Perhaps the most revealing aspect of this exercise was listening to my self-talk as my initial answers came. For example, when I asked myself if I could write a bestselling book, my automatic self-talk was, NO! I was amazed by the flurry of supporting thoughts - and by how quickly they came - as to why I couldn't. Things like I had never written a book before; It was really who you know, not how well you can write; And I even thought that there are many, many other writers better than I was who never wrote a bestselling book.
01/27/2018 08:56 AM
The ABC's of Selling Are Powerful, But Are Not What You Think
Today, the sales ABC's are not what you think they are! There was a time if you asked me to recite the sales ABCs for selling success I would proudly trumpet Always Be Closing. That was then.
01/22/2018 08:13 AM
Do You Have What It Takes?
I remember my first sales job out of college. It was working for a company that sold investments - limited and general partnerships - to high net worth individuals around the country. My job was to make 150 cold calls a day, identify prospects, and then send out a brochure that I would follow up on a few days later to pitch and try to close. It was hard going, lots of resistance and lots of hang ups. Frankly, I wasn't very good at it. Soon I began to long for the care-free days of college life.
01/08/2018 10:54 AM
Secret Solutions to Effective Sales Conversations Identified
Secret Solutions to Effective Sales Conversations Identified Ensuring productivity at work can be challenging. Optimize time recovered and the ideal way is to overcome distractions. Implementing communication tools like an inner messenger is going to boost productivity. Since it promotes collaboration between workers. The way to grow a sales team's productivity is to supply them with qualified leads. The ideal way to boost ANY sales team's productivity and efficiency. Supply them with the tools to do their job.
12/29/2017 11:13 AM
Cultural Strategies for Alignment of Sales and Marketing
Creating a cultural alliance of sales and marketing in your company will create a positive impact. Enabling the culture should be an imperative dynamic of the organizations strategy.
12/20/2017 02:32 PM
Why FEAR of Making an Offer to Your Ideal Client Is Costing You the Lifestyle of Your Dreams
One simple but most important thing to overcome the fear of making an offer to your ideal client. As a coach I see this over and over again people FEAR sales and are blocked emotionally. Here is a way to change this.
12/17/2017 09:44 AM
Customers and Processes - How to Survive
Customers and processes are the key ingredients if you are to survive in this economy. Regardless of your position or occupation, you absolutely need these two elements. Element number one is more customers. The second is viable processes.
12/07/2017 04:08 PM
Convincing People That Your Brand Is the Best Choice
Whether you own your business or you work for someone else, the chances are really good that you will need to get involved with marketing that business so that you can be successful and bring that business to the next level (in the not-to-distant future). In order to do that, you need to make other people feel that your brand and your offerings are the best choices for them and that you are the one who can solve their problem. Having the ability to convince other people that they need you and only you When...
12/05/2017 07:57 AM
How Can I Beat a Lie Detector?
The other day I watched that Seinfeld episode where Jerry put himself in a situation where he had to take a lie detector test. (he was dating this lady cop and she asked him if he watched the TV series "Melrose Place" which of course he lied and said he didn't, but she didn't believe him so he had to take test) So he was talking to Elaine and he was telling her "what can I do? Maybe I'll try to beat the machine", and she said, "who do you think you are - Costanza?
11/28/2017 08:09 PM
Rocky Balboa's Salesmanship Strategies
I love the Rocky movies, and what Gen-Xer wouldn't? Oh, the many memories of running on the beach training hard with the Rocky songs in my head. Remember the fight for the championship in Rocky 2, where he started the fight as a regular right-handed boxer only to switch in the end back to southpaw to win the fight?
11/25/2017 09:51 AM
The Most Powerful Conversation You Can Have With a Prospect
It's tempting to talk about what we know, instead of what your prospect wants to know. Here's how to change your approach and have a successful sales conversation.
11/25/2017 09:46 AM
The Monkey That'll Teach You How To Sell
Would you try selling your product to a chimpanzee? Sounds like a dumb question right? But don't judge quite yet - here's a story of a most successful, chimp-talking marketer that will teach you how to skyrocket your sales
11/24/2017 09:35 AM
The Best Sales Follow Up Tool to Make More Commission
The best sales follow up tool to make more commission leading to great results is not at all complicated. Get more sales, more clients, a bigger network when you stay connected. The gold is in the follow up.
11/21/2017 10:13 PM
The Only Mindset You Need To Become A Top Salesperson
After spending many years in the sales arena, I realized that there are specific characteristics that set apart top sales people from the average ones and the same is true for those who are not successful in sales and these characteristics are the same regardless of the type of business you are in as a sales person. They go to work to work The top sales people go to work to work, It should be a common sense, right?
11/17/2017 08:20 AM
List Building Tools - The Fortune Is in the Follow Up
List building tools are the foundation for earning a six figure sales commission income. Most automobile salespeople consider the vehicles on the lot as their inventory. Wrong!
11/13/2017 04:36 PM
5 Quick Secrets To Compelling Emails
Want to get your emails returned? Who doesn't... Many of us would settle for just getting our emails read! Let's face it: prospects get hundreds of emails per week and there is a slim chance they are going to read - let alone respond to - an email from a sales rep.
11/01/2017 12:15 PM
Tackling the Problem of Sales Engagement With Your CRM
A 3-Step guide to improving the sales engagement with your CRM system. Improving data quality and giving your greater insight into your business.
10/30/2017 02:25 PM
From Sewer-Line to Pipeline With Insight Selling
Here's a story about how a VP of Sales resurrects her pipeline by showing her team how to lead customers to value with insight. As they achieve true sales wisdom, it's like they're using GPS while the competition is selling blind.
10/17/2017 03:57 PM
How To Boost Your Holiday Sales Using BOGO
The holiday season is peak season for most small businesses. One of the most overlooked marketing tricks to boost holiday sales is using BOGO (buy-one-get-one) offers.
10/08/2017 10:05 PM
5 Ways a Copywriter Can Help You
Also known as "web copy", a copywriter can help you explain concepts and persuade online readers to do something positive. The buzzword today is content. Marketers use the word content to describe anything on a website or published on social media.
10/03/2017 03:12 PM
Negotiating Is Key
Negotiating is a skill that can be obtained through various methods but it all comes down to practicing and learning from your mistakes. Get a better understanding of negotiating and what it can get you.
09/29/2017 08:17 AM
What to Do When a Prospect Breaks Your Heart
Losing a prospect when you've nurtured the relationship can be painful. How do you put yourself in the best position for your prospect to choose you?
09/28/2017 08:53 AM
Doctor or Salesperson - Which Would You Rather Be?
Saw these average salaries quoted in USA Today last week: Physicians are the highest paid salaried employees in the U.S.: $187,876 a year. Pharmacy managers are second at $149,064 per year. Third are patent attorneys at $139,272. Fourth are medical science liaisons at $132,842. When I was growing up, my parents wanted me to be a doctor - or a lawyer. They argued that I'd make lots of money, have job security, and would have a highly respectable career.
09/28/2017 08:52 AM
Should You Use: "Is This a Good Time" - Yes or No?
The debate of whether to open your calls asking, "Did I catch you at a good time?" or "Is this time still good for you?" (for presentation call backs), is alive and well - unfortunately. Just last week, I received this email question from a reader: "Hi Mike, question - after I send out information to these guys and I come back to them with an idea do I ask them if they have a minute before going into my pitch?"
09/26/2017 11:12 AM
What You Must Know to Excel As a Sales Professional
We all conversant with the popular maxim that, "knowledge is power". Without any doubt, knowledge is indeed influence, control and power for the sales professional. In today's competitive business environment, anyone desirous of success must first seek, pursue and capture knowledge. This can be referred to as know how, the capacity of information that is generated through study and interactions, as well as experience. So, what must you know as a sales person to prospect, sell, win customers, keep customers, meet and exceed sales targets, and excel?
09/25/2017 09:26 PM
Why Does Your Business Need A Sales Funnel?
A sales funnel is set of steps where you guide a prospect through a series of communications that results in them buying from you. But what happens after that first sale is made?
09/21/2017 10:59 AM
How to Bundle Your Leveraged Sales Offers
Is there a way to bundle leveraged sales in a way that it is lucrative to both you and your prospects? The answer is yes and we will cover the basic process promotion of bundled goodies.
09/20/2017 04:36 PM
Some Ways to Feel More Comfortable About Cold Calling, Sales and Business Calls
Speaking to people on the phone can sometimes cause anxiety, whether it's a cold call, a call to an existing client or a call to chase money. Here are some ideas to help you reduce that anxiety.
09/13/2017 10:58 AM
Creating Positive Habits
Whether you would like to admit or not, we all have habits. Some of them are good, such as exercising or even reading everyday.
09/12/2017 08:01 AM
Planned Spontaneity For Sales Professionals
Planned spontaneity is a great technique for sales professionals. A polished salesperson knows that the unexpected often happens and humor can save the day. Learn how you can use humor to save the day!
09/11/2017 10:59 AM
Why Education Is Still Important in Leveraged Sales
Leveraged sales are a means, not the ends to your educating your prospects are still the primary goal. The more informed they are, they can make wiser decisions.
09/04/2017 09:14 AM
Today's Challenges in Managing the Selling Cycle
It's every salesperson's aim to reduce the selling cycle so in turn more business is generated. However, the selling cycle can slow down and even stall when: • The client hadn't dealt with your company and is unfamiliar with your products or services • A major decision is required that will require a large financial commitment and other resources • Cross organisational functions involved in the decision-making process • Many competitors including the client's internal resources bidding for the same business • Other client needs competing for the same funding • Fear of a personal backlash by the...
08/29/2017 08:03 AM
Sorry, Practice Doesn't Make Perfect
This is one of my favorite sayings, and I love to use it during training or during a speaking event. I ask the audience how many people think that practice makes perfect, and you should see the hands shoot up! Everyone has heard this saying since they were kids, and most people believe it is true. And you should see the look on their faces when I tell them it's not. As they slowly put their hands down, I tell them that practice only makes permanent. If you practice something wrong - a golf swing, a sales rebuttal, etc. - you're going to get really good at doing it wrong. In fact, it will be easy for you to be bad at something automatically, you won't even have to think about it!
08/23/2017 10:26 PM
When "No" Is the Best Answer
"No" can be the starting point of the biggest sale of your career. Experienced and successful sales professionals know that "No" should not be confused with "Never.""No" can mean that this is not the right time to ask for the sale. "No" could mean that you are talking to the wrong person. Turn "No" on its head when you: 1.) Confirm the role that your product or service can successfully play in the realization of your prospective clients' goals; 2.) Verify who in the organization has the biggest stake in obtaining the solution to achieve those goals; and 3.) Identify who has the authority to approve the purchase of the product or service that can can produce the desired outcomes. You will then be prepared to approach key influencers and the decision-maker, sell your solution in a way that reassures the client and win the contract.
08/21/2017 03:59 PM
Dealing Successfully With Gatekeepers
Every month, I get emails from my readers asking me how to deal with gatekeepers. They tell me the most frustrating part of prospecting is actually getting through to the decision maker. They get interrogating questions like: "Will he know what this call is about?" And "Is she expecting your call?" And "Have you spoken to him before?"
08/17/2017 09:46 AM
How to Maximize the Return of Your CRM Platform
Buyers are entering the marketplace engaged and educated, so insights of their experience become your company's competitive advantage that can translate into revenue growth. You can do this through proper CRM platform (Salesforce) integration and aligning sales and marketing.
08/16/2017 02:27 PM
Influencer Moments of Truth for Business Growth
What are the moments of truth in your practice? What mechanisms do you have in place so you can capture referrals, testimonials and LinkedIn recommendations? It's essential you harness the power of your moments of truth so you can increase the amount of trust in your business, capture more leads and have a greater impact on the potential clients who need your help.

home | site map
© 2006