INDUSTRIAL DISTRIBUTION: PREVENT SALES FROM WANING BY PULLING CUSTOMERS CLOSER
Industrial Distribution’s John Graham encourages salesmen to return to the basics of selling– prospecting and relationship building. Read on to learn his comparison of selling to running out of gas.
Industrial Distribution Excerpt:
Most of us have figured out that it’s smart to have at least a few gallons of gas in the tank at all times. And it’s not very bright to see how far we can go before running out of gas. A couple of “come and get me” calls is usually all it takes before we get the message to head for the gas station before disaster strikes.
Nevertheless, far too many businesses somehow missed this memo. Every day they are running out of gas and don’t know how to find their way to the nearest pump.
Now, if this seems somewhat obtuse, try this: Salespeople find themselves trying to run on empty and there’s no gas station within 50 miles. Worse yet, they can’t find their way to the pump even with a GPS.
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