In today’s competitive landscape, scoping out potential prospects and convincing them to invest in your business requires more strategy than it used to. In order to maximize numbers, Sales Reps are constantly embracing new strategies, techniques, and tools that help them target the right people every time.
We all know that the best way to build muscle is through resistance training. Resistance training is a form of exercise using weights, rubber bands or your own bodyweight to provide resistance to various muscles. This resistance causes the muscle to strain or fail which forces it to grow stronger over time.
In sales, one of the biggest challenges in converting a prospect to a customer or a customer to a client is getting more “face time” to continuously explain our value proposition. This is where most sales folks fail. Most sales folks, even seasoned professionals, don’t appreciate the importance of creating “excuses” to get back in… Read More
I believe that many businesses have brands that suck. I mean, suck away opportunities for sales and profits! Let me explain. First, there are many companies out there with brand names that only indicate they sell printing or promotional products. Names like, City Printing Company or Peoria Promotional Products, LLC. These names suggest the company… Read More
How do you spend your lunchtime? Many distributors and sales reps think lunch is a great time to eat a sandwich at their desk and catch up on their work. In my view, this is an incredibly bad use of the potentially most valuable part of your day. We are all in the relationship business…. Read More
We’ve all heard the definition of insanity: Repeating the same thing over and over again and expecting different results. May I ask if this describes your typical day? Repeating the same thing over and over again and getting the same results? I have had the opportunity to speak with thousands of distributors and reps in… Read More
Do you sometimes hesitate to ask for what you want? The truth is we all do. We hesitate to ask for the appointment. We hesitate to ask for the order. We hesitate to ask for referrals. We hesitate out of a fear of “loss.” A fear of hearing “no.” Here’s a bit of wisdom a… Read More
In the Muzzillo Dictionary of Sales Terminology, definitions of many key words and phrases aren’t what they appear to be. In my previous article, I shared how the definition of “I will call you” is really “I will never call you.” Similarly, when a prospect tells you, “Let me think about it,” what they are really… Read More
In the Muzzillo Dictionary of Sales Terminology, definitions of many key words and phrases aren’t what they appear to be. In my previous article, I shared how the definition of “no” really is “not yet.” Similarly, when a prospect tells you, “I will call you,” what they are really saying is, “I will never call… Read More
Happy New Year. From the day this article is published, you have 360 days left in your new year. You have a clean slate. A fresh opportunity. What will you accomplish with these 360 days? Dream big. Businesses in North America spend almost $300 billion per year on printing and promotional products. You are within… Read More
Over the years I have developed what I call the “Muzzillo 10 Percent Rule.” Simply stated, the rule is that, at any point in time, only about 10 percent of folks are dissatisfied enough with their current situation that they are wide open for change. This is true for end-user customers. Only about 10 percent… Read More
Back when I was growing my original Proforma distributorship, I was teaching one of our newer sales reps how to conduct field calls. In my view, field calling is a lost skill. Sadly, in this day of email and voicemail, salespeople think they don’t need to get out and do field calls. I strongly disagree… Read More