Sales Training
Nationwide at
800-326-4403
Shelving and Automated Storage Product Videos

Mobile Shelving, High Density Shelving, Aurora Shelving, Times Two Speed Files, Pallet Rack, Industrial Shelving
In Utah at 1-801-328-8788

Nationwide at 800-326-4403

High Density Shelving Home
Mobile Shelving Online Catalog
High Density Storage E Mail Us
Mobile Storage Search
High Density Shelving Used Equipment
Mobile Shelving Modular Buildings
Mobile Shelving References
Mobile Shelving Revit for Architects

Welcome to our FREE Sales Training!

We started this for ourselves and realized selling is universal. This is general sales training that will work for almost anyone in any industry. In fact, it will work for selling yourself so you can negotiate the best deal on an automobile, a mortgage or inversely the best deal in negotiating down interest on debt you may owe. Life is a negotiation. Weather you are selling a product, buying a car or finding a spouse. Life is a negotiation.

Sales tips that work!

1) Always Be Closing! Thank you Ryan Cooper for this! We all know it but do we act on it? It's hard to ask for an order! But you need to ask many times before you get one so start asking early! Ask early, ask often!

Examples of closing are:
"Based on what you know so far about our product and our company is there any reason you would not buy from us?"

"Many customers wait until the last possible moment to place their orders with us. Please order now so that we will have it before you need it, we will hold it at no charge. You will have enough going on as your building/remodel comes to a conclusion. And your shelving will be able to deliver exactly when you want it"

•  Always make sure the customer has a proposal- no one can buy without a proposal

2)  Always get commitment, a handshake and better yet a confirmation email, schedule an install, signed proposals, etc.

 

3)  Know when to get out. Once you have the deal anything you say can bring up objections - thank them, promise to call with a ship date and get out!

Elvis "thanks for the order Barney, I will phone you next Wednesday to let you know the scheduled ship date"

4)  You've got to be out there! A hunter doesn't see a big buck reading a hunting magazine at home. Make calls. It is easy to think of why tomorrow will be a better day. Like, "nobody sees anybody on Friday afternoon". Bullshit! Make calls, make calls, and make calls. Nothing happens till you knock on someone's door! You need to be "in the field" or on the phone with someone who can buy. All the planning in the world will do nothing for sales unless sales people get put there and make it happen. I stress "make it happen" so go on. Get out there. Enjoy the "thrill of the kill"! Get the order. Our products and services genuinely help business!

5)  Good things happen to busy people. Work with a sense of urgency even when things are slow. Customers will smell that sweet smell of success. I've heard, "Oh they were in the right place at the right time"! Of course! Why? Because they were out somewhere talking with someone. Get out there. Nothing happens till you do something to trigger it! Make it happen. Stay busy. Work hard.

 

6)  You can never send to many thank you cards! Never! If a vendor stops to see you send then a thank you. They may think of you next time they get a lead to distribute or feel better about giving you that discount you really need to close a job. Also sending you a thank you to a customer can make things better if a job isn't going so well. Maybe you sent a thank you right after the order. That person feels really great about you and is more willing to help! A Thank You! WOW! Now you are a couple of parts short at install. He could make a big deal out of it but the customer remembers your thank you and says. "Please call when you know when the parts will be in. The sooner the better" you still need to do it but at least they treats you nice and understand. Maybe you sent a thank you to the vendor as well and those parts get to you faster. Not many people send a thank you. When is the last time you got a thank you? How did it make you feel? The good news is not many people send them so they have great impact.

 

7)  Do it now. There a million reasons to wait to call or see a customer/prospect. None of them are valid. If you don't call your competitor will. Call now.

 

8) Tell people you'd like to earn their business and that their account is an important account to you. They need to know this. Make a verbal commitment! Often sales people feel like the customer knows they want to earn their business. Maybe, but tell them anyway. Throw in many statements indicating your sincere interest in earning their business over the sales cycle; examples are:

 

"If we have this opportunity, we will do a great job for you."

"I would really like to earn your business"

"We have the best customer support and install teams in our industry. I would like to earn your businesses so we can show you what we can do. We will do a great job. I promise it"

 

Some sales people are successful using "I" others," me included, like the team sound of "we". Find which is comfortable and successful for you

 

9) Ask if it is ok to call someone back. Sometimes we want to know how a deal is looking and customers can avoid your call or you can hear it in their voice they are annoyed you calling. YOU CAN AVOID THIS BY ASKING ON A PRIVIOUS PHONE CALL IF IS OK TO CALL BACK. "WE ARE VERY INTERESTED IN EARNING YOUR BUSINESS. Would it be alright to call back tomorrow to see how your meeting went?" Most people will say yes and now when you phone they are expecting your call. It is also a signal to you. If they say no it could also be an early signal you are not in the game!

10) Reference Letters

 

Real simple! You just need to ask the course of the project for a reference letter. Yes! This means as a sales person you need to be talking to your customers as an installation is wrapped up.

If you think you are losing on price I'd say more often than not you are not. If you look at your life how often are you buying because it is the lowest price? It is likely you could have purchased shoes for less, pants for less, a car for less, a recent meal for less.

The fact is most of are willing to pay more for many reasons. A fashion statement, status statement, or more often just because we feel safer. Safety is a basic human need and it flows over into our buying habits.

Many times an employee could purchase something for less but there is a battle to take care of the company money so that there is more money for payroll and to make sure you don't get something that doesn't work or get installed correctly and needs to be replaced, upgraded or the inferior equipment gets used while everyone knows it was a bad decision.

Just give your prospective customers reasons to feel safe. You need to tell them you will do a good job for them. You need to tell them this is a high quality product they can rely on. You need to tell them our install team is the best in the business. And you need to give them references or better yet reference letters. How many of your competitors are going to take the time to do it right? Half? Less than half I'll bet!

One of the strongest ways to use reference letters is to be overboard with them. If you are not in front of the customer e mail them or better yet US Mail them. If in person lay them out in front of them. Lay down 10 or 15. "These are some examples of companies who trusted us and where so pleased with the product and service they were willing to take their time to write us a letter of reference!" lay them down one at a time. After 10 or 15 your point will be made in a powerful way.

 

11)  Get referrals- lots of business comes from existing customers. Ask them whom else they know. You did a good job for them and they will want to help you out. It is such a great in when you say, "Hello! Betty gave me you name and number. I did a project for her that she really liked and she suggested it might work nicely for you."

 

12) If you lose a deal and the customer says you were high priced, take it with a grain of salt! What do you say to get someone off the phone? Oh, you were high priced. Sell your benefits. You can win and be high priced. Look at your day-to-day life. You buy many things, which you could get for less, but you pay a higher price. You might know it takes less time to buy a higher priced item, or it is closer to your home to pick up, or you perceived the quality to be better. Life is all perception. Like Depak Chopra says, "You perceive the world to be flat although you KNOW it is round! You perceive we are standing still, but you KNOW the world is spinning at dizzying speeds. You perceive you see the light from existing stars in the sky, but they have burned out millions of years ago." People buy from people and they buy on their perceptions of the product and people. Dress like your customers, talk like your customers and present your product so that their perception is that is worth more than other products they are looking at. Every person and every sale will be different. Successful sale people read the situation and present themselves and their products accordingly. Next time someone says you lost because you were high priced, reflect back and decide how you could have guided them to perceive the value to be higher and worth the extra investment, and what you should have presented so that you would have won with a higher price. OR, represent the cheapest product, but be ready to spend lots of time fixing it! Even if a customer buys a cheap product, which is cheap and doesn't work, they will still expect you to make it work.

 

13)  The early bird gets the worm. Make appointments as soon as you can.make them early in the day; make them for the same day if you can. I always felt my close rate was much higher when I met with someone right away. Especially the same day or if it has to be the next day do it at 8:00 am. Something there always ties me closer to the customer from the start they feel I am hard working and genuine. Now get your quote back to them just as fast. They will have selected you before your competitor even gets a quote to them.

 

14)  Be a Pig! Pigs get fat hogs get slaughtered don't be a hog Margins are important and they are fair. You company works hard; your prospects company works hard. You need to get them a fair price for the work and product they need. You also need to get a fair price for it. It does them no good if you will not be around to service the product or match it when they need another. The sales team provides all the resources for a company. If you under charge: your company can't pay you properly, service the products or provide more products when necessary. On the other hand if you over charge your company will find your customer will have gone somewhere else next time. Be a pig and provide service and product that back it up!

 

15) Get the job. Others will result from it, future sales, moves, parts, service.

Give them options so they can make a choice without calling someone else but not so many options it is too hard to choose. If it is a public bid and they want you then give alt bid. A/B bids.

 

 

•16) Dress for the day! Dress like those you will see.

If you are going to a military base be especially crisp. They might have fatigues but they are perfect, pressed and clean. Not worn twice! They stand straight and tall and speak clearly. Be like them, look like them. They might have on combat style boots but they will be black! Wear black solid shoes, no tassels! Flat hard shoes and shined! They will have shined shoes.

If you are going to the mgr of a warehouse be crisp but don't wear a white shirt and suit coat. Tan khakis, brown shoes, maybe a blue shirt or company logo golf shirt. Look sharp but don't overdue the call. Always be crisp. There is no time not to be crisp, shined and pressed.

 

If you are going to the 2 nd largest law firm in town dress for them. What will they wear? If it is a big firm they might wear suit coats and ties. Even if you are going to see the record mgr. be a little more upscale. You will be going around the firm on your call. He would rather introduce a sharply dressed person in a law firm than casual. You are not their biggest client. You are trying to get their business. Let them know in words, actions, and dress!

 

17)  Shine your shoes! We keep a shoeshine machine in our office. No big thing but the crisp shoes always makes everything else about you and your products and services shine a little brighter.

 

18)  Don't have to be the best dressed but

 

20. COMMUNICATION

Find out from your customer how they like information communicated to them. Some will prefer you talk face-to-face, some the phone, others like email, while still others enjoy faxes. Determine with your client what is reasonable regarding how frequently you contact them. The more you understand their communication needs the better off you will be. Ask them!

 

21. LISTEN

This seems to be a lost art for many people. Take time to really listen to what people are saying. Listen beyond the words . The process of buying and selling is one that is very emotionally charged. Your customer may be saying something that is completely different from what they mean. Use active listening skills to hear what they are saying. This is commonsense approach to doing business. And yet, how often is something that is commonsense eliminated from a transaction?

 

 

 

•  Many people work in "piles" rather than files these days. The more piles you are in the better your odds of them finding you, and taking care of "that" project. Deliver the quote in person if possible. It is much harder for customers to negotiate face to face. But also make sure you e mail the quote, mail the quote and fax the quote. Be in every pile.

 

•  There are many ways to communicate today. Find out how your customer wants to communicate. Do they prefer email, text, Face Book, Linked In?

 

•  "BERRY MUCH LIKE TO EARN YOUR BUSINES" BRING STRABERRY PIE

 

•  Set up your next apt when you are on current apt. It is harder to say no face to face.

 

•  "Drill"! "Drill" into an account. For example if you are calling on a law firm, and working on the file room, ask who is working on the law library, who is working on storage rooms, who is working on the personnel records. You will make a lot more money drilling in and taking all the business than just part of it.

•  Ask for referrals-it works! Period. Ask at least one customer per week and watch things blossom. When speaking to our customers ask if they know anyone else who has the need for our products and services. Need is the key work. If we ask if know someone who is interested, they may say no because they think the person has a need but is not interested because they know that department is broke. If that person has a need and we present our products they may be able to find a way to make funding work out because our solution is vital to their progress.

 

•  When you get a verbal order TELL CUSTOMERS YOU WILL HAVE ORDER WRITTEN UP AND READY TO FAX as soon as you receive the final order. IT GIVES THEM THE FEELING THEY HAVE DONE THE DEAL. COULD BE THE SMALL FEELING THAT MAKES THEM TELL SOMEONE ELSE "I'VE ALREADY MADE THAT DECSION"!

 

•  Sit and stand up straight.

•  Make eye contact

 

•  Turn proposals so customer can read them as you present them. That means you need to read it upside down. Be familiar with your proposal.

 

•  Anticipate what materials you will need out for sales call and get them out and ready to flow thru your presentation.

 

•  Use the customer's name, people buy from people and their name sure sounds good to them! Hello JIM! Hello Chris! Hello Dr. Davis!

 

•  Sometimes the best way to sell is the old fashioned way: nose to nose, belly to belly, toes to toes, chin to chin eye ball to eye ball. Make face- to- face calls.

 

•  A bird in the hand is worth two in the bush! Don't lose track of deals that are going down or need some push to go down to go looking for new deals. Watch your booking for the month. You need to build a solid pipeline of future business but keep track of what you could go close today from quotes you have already investment your time on.

 

•  If a customer makes a commitment to buy, but the order will follow send them a note card saying thanks for the verbal and you will watch for the PO. Reconfirm that you will do a great job for them! This makes it hard for them to renege before the deal is made into a PO. If something goes astray after they receive your thank you but before you have the order they will fight hard to keep the order for you.

 

•  When you make a phone or sales call make yourself some notes of the points you want to cover. This is especially important if it is a critical call. i.e. when someone is choosing his or her vendor. Will it be you? What if they say maybe not? What you say? Now it is critical to have a plan to stay in the game. Have a place with points you may want to cover if the conversation goes this way. Sometimes you need to be strong. If you are going to lose then go for it. List your strengths. You may know them but isn't it a shame when you get off the phone and you feel you are losing the customer and you forgot to say something. Now you have to burn a phone call to call back at this difficult time. Always try and ask if it is ok to call back. If they say yes great now you are a pest but it is ok cause you already asked if you could call and they said yes. Sometimes they will say yes to get off the phone. If they say no it is a sign for you to know your chances are getting even smaller.

 

•  If you receive a phone call and the receptionist of co-worker tells you who it is, don't answer with your name! Hello this is Hank, may I help you? Answer with their name. We all love to hear our name. hello Mary. How may I help YOU to today?" And be excited. People can hear if you are happy and excited to hear from them. Sell yourself. Make people feel good about calling you and they will call again.

 

•  Make friends with your customers, if they like motorcycles talk about motorcycle, if they sky dive talk about skydiving, ask questions, you need to find out what make they and let them talk about yourself. Maybe you think skydiving, jump out of perfectly good plane? Ya right. but to them you say, that seems so thrilling, how did you get started?. Who cares what you do..let it go. Sales people always want to tell the other about their experience. Guess what! They don't care! You can tell your wife and kids about you! Let them talk, they are going to put food on your table, and maybe a BMW in your garage if you can just shut up and let them talk about themselves. People buy from relationships. If you have the relationship you are going to almost always win. You can beat the person who has a better product or service if they like to deal with you. They will write specifications to keep the other person out anyway. And don't say let's get this apples to apples", you are saying let's get this down to price. You want to win on price? There is no money in it and think about it. If its price, manufacturers don't need dealers, they can just bid from in house with low cost labor. And dealers don't need high paid sales people they can do it low cost within house bidders. You have to show your customer something better than an apple. Now, if the other guy just has an apple, they are out regardless of price. No one is looking for an apple any more.

 

•  Use the same words as your customers. If they say big, say big! If you say large it may mean something else in their mind. Use big!

 

•  Try and breathe the same rate as your customer. Studies show you will sink with them much better.

 

•  If your client talks fast you talk fast, if they talk slow you talk slow. Be like them. Sit like them, breathing like them, dress like them, they will think you are smart!!!! Be smart and make some money!

 

•  Keep your cool when negotiating or whatever you are doing. If you get mad they win! If you're mad they are mad and they are not listening and they are not going to change their mind. You are a jerk to them, they will not buy! Keep cool

 

37. Glue your customer to yourself and to you company. After a customer receives and a product whether installation is required or not, be there right away to answer questions. Give them an hour to get frustrated and you will have a hard time bringing them back into the fold, but if they talk thru it with you can answer questions and make it "OK" How many times have you bought something from someone who answers your questions and you really like them and you let things slide that you would not if you bought from someone who was not there at the end of the sale and your questions simmered and became issues. The longer there is no communication the bigger the issue becomes.

 

37. If a customer faxes or e-mails you something take the opportunity to phone them and let them know you have the correspondence. How many times have you faxed something you need someone to work on and then after a couple of days wonder if they even received it. Give them the comfort of knowing you have received it plus it gives you a change to talk to them and further develop the relationship.

38. Myths!

You will never lose because you lower your price. Now you are asking should I lower my price.no! Your price should be fair but sometimes there are other future business possibilities that make you want this first job a little more. some sales people hold their price cause of pride.if you want the job go get it. No one will care of you lower your price.if you are buying a car and one sales person lowers the price are you going to say hey! You were ripping me off before I'm going to the high price guy because I think he is more honest since he didn't lower his price?

39. Send Christmas cards, keep track of new prospects at the end of the year and add them to your list, as the holiday gets close. It's never too late to add them. They take a lot of valuable time at a time of year time is more precious than ever. So make sure all are current each year. People move so just don't add every year.

 

40. Don't get to smart to quote! Sometimes as you get to know your industry you walk in and don't see the need for your product or service. You think it's a waste of time and you blow off the opportunity. Be careful. Lots of reps just starting have this uncanny beginners luck. Lots of times it's because don't know that much yet and they just quote and the customer sees the need and they buy. If you can quote, quote! A few will come thru and surprise you. Remember the difference between the superstars and the ho-hums is not always that much. These x tra deals might be just the difference between making you a regular sales rep and one of the leaders!

•  Shake hands like your customer. If they hold hard hold back hard, if they shake weak, shake back weak. If it's a woman it's her choice to put out her hand, if she doesn't extend it is rude for you to initiate as a man.

•  show which spoon to use etc at a meeting

42. Look at all sides of an event. In our business if a customer is moving we can either sell them new equipment or move the existing equipment. It is a great source of business from our existing customer base. But the opportunity only starts there. It also presents new and additional sales opportunities for the heads up sales player. A new customer is going to be moving in to their old space. Who is that? Then follow the trail. Since of course they are also moving. For many sales people in our business one customer who moves can domino into many sales. The other event that sometimes occurs is our customer moves into a new complex. This new complex has many other new businesses moving in. We look the them as well. We let them know xyz customer is doing a project with us. In one instance it led to about 14 nice system sales. As it happens now all these people are moving as I write this so the initial one customer opportunity is blossoming into many many sales opportunities.

43. No one can buy without a quote. Be certain to do a quote as soon as possible. Give them a vehicle to buy. Fax it, e mail it, personally deliver it, and use the us mail. Make it come up in as many places as possible. You can always evolve the quote, but no one will ever buy without a quote. Other items come up. If you haven't quoted you may never get the chance. Quote every opportunity as soon as possible.

44.  Cold calls are ok. They have always produced but go with the percentages. 3 in 100 cold calls work. 50% of referrals work. Ask customers for referrals. ALWAYS ASK A CUSTOMER AT THE END OF A JOB FOR THREE (3) REFERALS! Go through old or past orders. Ask how the product or service is for them and ask for referrals. That is a better use of your time than cold calling. I am not saying not to cold calls. If you have no referrals cold calling is the next best thing. Play the odds. Use up your referrals before cold calling.

45. Never say, "'to be honest with you" in any form. It suggests you have been dishonest. A trait everyone is looking for in a sales person and a reason not to buy. It is subliminal but subconsciously it works against you every time. Just don't say it and you will increase your odds of beating your competitor.

 

46. Don't waste your time calling on purchasing or procurement. spend your time talking to people who tell purchasing what to do. The only thing we all have is time. Use it wisely and in a place where your odds are highest. Purchasing is easy to find. Thus everyone finds it and calls on them. Once i put a cabinet in an air force base for TO Binders. The general saw it and told the purchasing agent he liked them and get more. the next day i had an order. Sell it from the top down and you are not waiting for budgets or for someone to run it up the flagpole. it gets purchased. and for the price you want.


47. Always leave a message. When salespeople ask me, "Should I leave a message?" the answer is always the same. "Yes!" The main reason salespeople do not leave a message is fear that they will not get the call returned and/or that they have nothing of value to say. The reason they have nothing of value to say is that they are completely unprepared to engage the customer with anything of value. The reason that they're unprepared is that they are unwilling to invest the time it takes to get ready.

48. Ask for the sale on every call. If the customer likes the solution or service you are proposing and tells you it sounds good give me a price. you should say, " If my solution reflects what we spoke about today is there any reason you wouldn't complete the purchase?" Also ask for and set the next appointment so you may present in person and ask for the order again. This will help you keep the ball rolling. after all strike while the iron is hot. if you need to chase this person down and set and appointment you could be waiting another week or more. many other purchase could get in front of you and other priorities come up.

49. Referrals. Ask for referrals! There are many reasons to ask for referrals but the main reason is to make more sales! Your odds of getting an audience is much higher if you mention, "Betty installed this product and mentioned you might find it helpful in your business".

________________________________________________________

This is specific to NationWideShelving:

You have a mailbox in the file-room.

•  Please provide a head shot picture of yourself for the web site. Some here could take it on a cell phone and email to Jim@NationWideShelving.com

•  General sales tools you will need on a sales call: Tape measure, notepad, literature, NationWide Shelving note pad give-away's , NationWide shelving pens to leave, and reference letters.

•  Your cell phone message. Hello this is Trent at NationWide Shelving. Your call is important to me and you can expect me to return the call promptly. Please begin your message with your name and phone number. I'll speak with you soon.

•  We phone everyone back as soon as possible. Within minutes when possible certainly before the day as over.

•  Make it easy and clear for our customers to find our quotes and to understand them. Hand deliver quotes when possible, but always try and have a hard copy quote and electronic in your customer's hands.

•  If possible we quote the same day.

•  When scheduling an appointment try and schedule for same day or fist thing following day.

•  Use our email format and signatures. Be sure to spell check. If you have grammatical questions see Chris Rodgers. Please use the greeting, the body, and the salutation as you see them below. If the salutation is not set up on your email as you see it below please see Ian or Trent to set it up if you cannot do it yourself.

Hello Chris,

  Thank you for the opportunity to provide information on__________________.

  Sincerely,

James Gault
NationWide Shelving AND Automated Storage Solutions
801-328-8788

  Please take a moment to review our online catalog at:

http://www.theonlinecatalog.com/nationwideshelving/main.asp

•  There are four major sources for sales training. Our existing staff, our vendors, our extra net which includes many "Selling Guides" and our web site See our "site map" from the: "click to browse our site" button at the top of each page and : http://www.nationwideshelving.com/sales-training.php (This page)

•  General hours: A solid 40 hour week should allow enough time to create significant income. 8-5 M-F with appropriate breaks. Trent will work with you so that we always have a sales person in the office m-f 8 to 5 to take incoming leads and walk-in customers. Be sure to dress appropriately for walk in's if you going to have an office day. This is based on 40 “working” hours. Please do not take other employee's time with idle chatter. It is not to say not to talk, but you and everyone will know if you are always standing around. All we have is time. If you are wasting time of your own or others at work it will be noticed and you will be treated accordingly. We are happy to accommodate an hours you need us to stay open before 8 or after 5:30. Arrangements can be made with Trent.

•  Dress. Generally khakis and golf or button down shirt. You may find times when you want to dress it up or down to meet the demands of your day. Shirts to be tucked in and shoes to be shined. Please shave. You may have mustache or beard but be clean shaven each day outside of areas you are growing your mustache or beard. Walk in customers and leads are a privilege, if your appearance if not up to standard, please ask someone else to handle walk in customers.

•  Your Go-To contact is Trent Sanders our VP of Sales. Let Trent know where you will be, what you are working on and get his help for appointments and questions you need answered for sales calls and to get ready to submit a quote request to estimating. Chris Rodgers is a great resource for you as well but Chris works in estimating which means you go to Chris when you have all the information you need to get a quote.

•  On your desktop you will find a folder named “product images”. These can be attached to quotes or for you to picture products.

•  On your laptop you will find a folder named “vendors” in the favorite places. You can learn allot from the vendors sites.

•  On your laptop you will find a document in my docs named business cards. You can print business cards as you require them.

  • All quotes need to have first and last name, company name and complete address. They need to be delivered in two ways. One is email. The second is preferable an appointment to hand deliver the quote so you may discuss the benefits of the product/service we are offering, but could be us mail.

If you have shirts you would like embroidered with the NationWide Shelving Logo please just let Trent know and he will gather from everybody and will arrange a print run for shirts with Ian or Jim.

•  Important numbers and email addresses. Please use capitalization as shown to make it easy for people to relate your and our name in the email address:

Trent@NationWideShelving.com 801-755-4315

Ian@NationWideShelving.com 801-671-4548

Chris@NationWideShelving.com 801-856-8821

Daniel@NationWideShelving.com 801-755-4331

Jim@NationWideShelving.com 801-755-6737

  • Always give out our main numbers 801-328-8788 or 800-326-4403. Do not give out your cell phone as someon could need help and be locked up on your voice mail. Using the main numbers will insure a liuve person will answer and offer assistance of your customer needs answers right away.

•  Success formula to start:

Week 1

•  Mail 40 Jaken mailers per day to specific company and person. Follow each one three to five days later on the telephone. This means you need to gather the company name, phone number, and person name for each mailer.

•  Drop off literature to 10 businesses per day

•  Ask for 10 referrals per week. You can ask someone who is a, “no, not interested” person you are speaking with.

•  Call referrals

•  Post add on KSL/craiglist. Use a link to our web site. Post a different product from the catalog each day

•  Make a blog entry each day. Use the phrase call me, Jim at NationWide Shelving for information on…..(example: Pallet Rack in Salt Lake City Utah) 801-328-8788. Etc.

•  Make a twitter entry each day. Today's Salt Lake City Special is: Pallet Rack. Call Jim at 801-328-8788

•  Make Google alerts, new clinic, new law firm, expanding business, expanding law firm etc

•  Leave our pens and paper note pads when making calls. One more thing for them to remember you by. They may toss the brochures but they will likely keep the pen and paper and recall you when they realize they need our products.

When you feel comfortable please answer the phone as it rings. There are many good call in leads for you.

Week 2

•  Mail 30 Jaken mailers per day

•  Call 40 of the mailers from the previous week each day

•  Call two referrals per day/10 per week

•  Ask for 10 referrals per week. You can ask someone who is a, “no, not interested” person you are speaking with.

•  Drop off literature to 10 businesses per day

•  Post add on KSL/craiglist. Use a link to our web site. Post a different product from the catalog each day

•  Make a blog entry each day. Use the phrase call me, Jim at NationWide Shelving for information on…..(example: Pallet Rack in Salt Lake City Utah) 801-328-8788. Etc.

•  Make a twitter entry each day. Today's Salt Lake City Special is: Pallet Rack. Call Jim at 801-328-8788

•  Answer phones. If a sales rep answers phones our odds of a quote resulting from the phone call are much higher than if someone takes a message or transfers the call to you.

•  Make new and follow up on Google alerts, new clinic, new law firm, expanding business, expanding law firm etc.

•  Leave our pens and paper note pads when making calls. One more thing for them to remember you by. They may toss the brochures but they will likely keep the pen and paper and recall you when they realize they need our products.

When you feel comfortable please answer the phone as it rings. There are many good call in leads for you.

Week 3

•  Mail 20 Jaken mailers per day

•  Call 30 of the mailers from the previous week each day

•  Call two referrals per day/10 per week

•  10 referrals per week. You can ask someone who is a, “no, not interested” person you are speaking with.

•  Drop off literature to 10 businesses per day

•  Post add on KSL/craiglist. Use a link to our web site. Post a different product from the catalog each day

•  Make a blog entry each day. Use the phrase call me, Jim at NationWide Shelving for information on…..(example: Pallet Rack in Salt Lake City Utah) 801-328-8788. Etc.

•  Make a twitter entry each day. Today's Salt Lake City Special is: Pallet Rack. Call Jim at 801-328-8788

•  Answer phones. If a sales rep answers phones our odds of a quote resulting from the phone call are much higher than if someone takes a message or transfers the call to you.

•  Make new and follow up on Google alerts, new clinic, new law firm, expanding business, expanding law firm etc.

•  Leave our pens and paper note pads when making calls. One more thing for them to remember you by. They may toss the brochures but they will likely keep the pen and paper and recall you when they realize they need our products.

When you feel comfortable please answer the phone as it rings. There are many good call in leads for you.

Week 4

•  Mail 10 Jaken mailers per day

•  Call 20 of the mailers from the previous week each day

•  Call two referrals per day/10 per week

•  10 referrals per week. You can ask someone who is a, “no, not interested” person you are speaking with.

•  Make new and follow up on Google alerts, new clinic, new law firm, expanding business, expanding law firm etc

•  Drop off literature to 10 businesses per day

•  Post add on KSL/craigslist. Use a link to our web site. Post a different product from the catalog each day

•  Make a blog entry each day. Use the phrase call me, Jim at NationWide Shelving for information on…..(example: Pallet Rack in Salt Lake City Utah) 801-328-8788. Etc.

•  Answer phones. If a sales rep answers phones our odds of a quote resulting from the phone call are much higher than if someone takes a message or transfers the call to you.

•  Make a twitter entry each day. Today's Salt Lake City Special is: Pallet Rack. Call Jim at 801-328-8788

•  Leave our pens and paper note pads when making calls. One more thing for them to remember you by. They may toss the brochures but they will likely keep the pen and paper and recall you when they realize they need our products.

When you feel comfortable please answer the phone as it rings. There are many good call in leads for you.

First 6 months

•  Mail 5 Jaken mailers per day to specific company and person. Follow each one three to five days later on the telephone. This means you need to gather the company name, phone number, and person name for each mailer.

•  Call 5 of the mailers from the previous week each day

•  Drop off literature to 10 businesses per day

•  Call two referrals per day/10 per week

•  10 referrals per week. You can ask someone who is a, “no, not interested” person you are speaking with.

•  Post add on KSL/craigslist. Use a link to our web site. Post a different product from the catalog each day

•  Make a blog entry each day. Use the phrase call me, Jim at NationWide Shelving for information on…..(example: Pallet Rack in Salt Lake City Utah) 801-328-8788. Etc.

•  Make a twitter entry each day. Today's Salt Lake City Special is: Pallet Rack. Call Jim at 801-328-8788

•  Answer phones. If a sales rep answers phones our odds of a quote resulting from the phone call are much higher than if someone takes a message or transfers the call to you.

•  Make new and follow up on Google alerts, new clinic, new law firm, expanding business, expanding law firm etc.

•  Leave our pens and paper note pads when making calls. One more thing for them to remember you by. They may toss the brochures but they will likely keep the pen and paper and recall you when they realize they need our products.

When you feel comfortable please answer the phone as it rings. There are many good call in leads for you.

  Success formula for a mature Sales Representative at NationWide Shelving:

•  10 referrals per week

•  Mail 5 Jaken mailers per day to specific company and person. Follow each one three to five days later on the telephone. This means you need to gather the company name, phone number, and person name for each mailer.

•  Call 5 of the mailers from the previous week each day

•  Drop off literature to 10 businesses per day

•  Make new and follow up on Google alerts, new clinic, new law firm, expanding business, expanding law firm etc.

•  5 quotes per week

•  Two sales per week

•  40% of your quotes should be from referrals.

•  Post add on KSL/craigslist. Use a link to our web site. Post a different product from the catalog each day

•  Make a blog entry each day. Use the phrase call me, Jim at NationWide Shelving for information on…..(example: Pallet Rack in Salt Lake City Utah) 801-328-8788. Etc.

•  Make a twitter entry each day. Today's Salt Lake City Special is: Pallet Rack. Call Jim at 801-328-8788

•  Answer phones. If a sales rep answers phones our odds of a quote resulting from the phone call are much higher than if someone takes a message or transfers the call to you.

•  Make new and follow up on Google alerts, new clinic, new law firm, expanding business, expanding law firm etc.

•  Leave our pens and paper note pads when making calls. One more thing for them to remember you by. They may toss the brochures but they will likely keep the pen and paper and recall you when they realize they need our products.

When you feel comfortable please answer the phone as it rings. There are many good call in leads for you.

 

This page is packed full of general selling tips that should work for just about any product or service someone might be selling in the file and storage world for the office and for material handling. In fact many will work helping you negotiate better deals on cars homes and many everyday items you may be purchasing. For more specific selling related to our material handing and office storage industry please visit the following links.

Market and Product Selling Guides || Letters of Recommendation || Material Handling Storage Equipment Sales Training || Office Storage Equipment Sales Training

Contact Us | About Us
Copyright © 1997-2017 All Rights Reserved