Top Secrets Of Promotional Products Sales

Happy New Year! Welcome to the first podcast of 2018. I hope you enjoyed the holiday season and are ready to get your year rolling and off to a great start. The holidays are over and it’s time to start selling! It’s trade show season! This podcast is being posted on January 2nd and I […]

So here we are with the last podcast of 2017.  Just a few days left in the year and I’m back with a few recommendations on how to make them count! This podcast is being posted on December 26th, the day after Christmas. I feel hungover and I wasn’t even drinking. What’s up with that? […]

It’s the holiday season and this week I stopped by my local Walmart to pick up a few things, and as I was walking in I noticed a Salvation Army volunteer standing in front of the store ringing a bell, encouraging people to drop money into a red bucket. And it made me wonder… how […]

If you’re not accomplishing everything you want in your business or sales career, take a look at your to-do list. If you’re like most people, you’ll find it’s not the things that are on there that create the problems. It’s the things you haven’t been able to get rid of. Many people in business are […]

In our last episode, we talked about what we can learn from losing business to a low-baller or price-cutter and what we should NEVER learn from those who do business that way. Today, I’d like to address another question I’m frequently asked, which is “How am I supposed to compete with this?” Discussions about low-ballers […]

There are few things more annoying than losing business to a low-balling, price-cutting competitor. But when it happens, let’s make sure we don’t learn the wrong lesson! Losing an order to a price-cutting competitor can be frustrating, but it’s not the worst thing that can happen to us. Instead, when a value-conscious, promotional products advisor […]

Last week we discussed the importance of procedures in our sales process and I mentioned the fact that a procedure is a series of steps or actions that are taken in a certain way, in a specific order, to ensure the best possible result. This week, we’ll take a look at some of those actions. […]

When I’m consulting clients, I frequently quote the line “failure is not an option” from the movie Apollo 13. It’s a mindset worth adopting. In this podcast we’ll discuss the importance of procedures in sales and how they lead from failure to success. One Friday night, I was watching Apollo 13 with my kids, and […]

It can be tempting to acquiesce when clients beat us up over price.  However, it’s rarely a good idea to give in. Did you ever have a prospect who really worked you over on price? If you’ve been in this industry for any length of time, you’ve probably had a lot more than one. Fun, […]

It’s Halloween, so today I’d like to talk to you about 5 things that terrify many distributors. Happy Halloween! Today’s episode features all treats and no tricks as we discuss 5 things that terrify many distributors and how to overcome them. Year after year, regardless of the economy, there are five things that seem to […]

The simple truth is that you need money to run a business.  Without access to cash we face an opportunity cost that is seldom discussed – the limit to our ability to take larger orders. Today I’m going to state something frightfully obvious: You need money to run a business. You may need a little […]

Are you sick of feeling like you have to beg, plead and fight for every order, every scrap of business, every dollar of sales? If so, I’d like to share one of my very favorite “tough love” quotes and see how it applies to you and your business. What is it that makes some people […]

Promotional products sales is a margin-driven business.  If you provide your clients with the very best in service don’t settle for shortchanging yourself with insignificant profit margins! Your prospect and client base may be top notch — the best of its kind. You may have a gift for sales, a knack for marketing and an […]

If you don’t have a clear answer to the question of whom you plan to sell something to today, there are three very specific issues that need to be addressed. In a previous episode I asked the question “to whom do you plan to sell something today?” Many people don’t have a good answer to […]

As you approach each new selling opportunity, you want to be focused and aware — that includes keeping on the lookout for the tell-tale signs which indicate your prospect might have one of the three personality types that make selling a nightmare. If you’ve been reading my newsletter or listening to my podcasts for any […]

This week’s message is only for the true professionals in our industry. It is specifically NOT for the dabblers, sidlers, hobbyists or freebie seekers. If you find the message in today’s podcast offensive, please unsubscribe using the link below. If you find it uplifting and inspiring, forward it to an industry professional you like and […]

More than anything else, inadequate performance is exhausting.  In today’s podcast, business expert David Blaise talks about overcoming this all too common hurdle, to make your life and business better. If you’re located in the United States I hope you enjoyed the long Labor Day weekend. Labor Day. Sounds like work, doesn’t it? But it’s […]

At times in our businesses we have to address difficult questions to come to the conclusions we require.  In this podcast, business growth expert David Blaise asks two tough questions and provides a scary insight. Today I have a couple of uncomfortable questions and a scary insight for you. The questions might make you cringe, […]

Starting out with your strategy for growing sales and profits… When it comes to growing your business, there are strategies and there are tactics. And this question is designed to deal with your strategy. What is your strategy for growing your business? Do you have a strategy for growing your sales and profits? Generally speaking, […]