Feb 11
What is a key account? What are their “special needs?” Why should they be managed differently from the traditional customer? Use to success stories from other accounts to overcome objectives. Prepare for key account appointments by learning about their operation. Have both a formal and an informal presentation planned. Be prepared to be flexible. Understand the needs of the buyer; get into their head.
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Feb 11
Natural ability and previous experience should not be expected to replace solid training. Training should focus on developing relationships, establishing priorities, and organization. Avoid conclusions in your first ninety days; it’s a trap. Look for truth beyond the surface in what may seem to be “facts.” Accept there will be problems nd the challenge ahead. New business is the lifeline for all sales people. Time management is your single greatest challenge. Patience breeds confidence. Managers have a responsibility to create an environment for success.
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Feb 11
In our difficult relationships, we always share the blame. Have we only allowed and reinforced negative behavior in others over a period of years; whose fault is that? In the success formula, you are able to create a foundation, criteria, and renewed priorities going forward. Always protect what you have before giving up. Your investment is too high to simply “walk away.”
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Feb 11
There is always great risk, but we also must often follow our dream. Proceed with guarded optimism – one blind eye. Do you have the whatever-it-takes factor to succeed, or is it a hobby? Get candid evaluations and advice from individuals with market knowledge. Determine your product’s potential in the market – test, test, test! Remember, the bottom line is always, “will the
ultimate consumer care?”
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