Sales en Desperately Seeking Objections <div class="field-byline"> By Mike Rockwood </div> <div class="field-deck"> Salespeople too often avoid customers’ objections. That’s too bad because they are missing out on a great learning tool to find out what customers really want. </div> <div class="node-body article-body">Rather than minimize or avoid objections we should desperately seek them out throughout the whole sales process. Instead of avoiding such critical thinking, pursue it, and face each objection squarely. </div> <p><a href="" target="_blank">read more</a></p> Sales Silver Tue, 31 May 2016 21:55:00 +0000 33991 at ALLVISIONN/iStock/Thinkstock The Rep of the Future: Part 2, Sales Technology and Demand Creation <div class="field-deck"> Over the next few years, you will see best-in-class independent reps in your market invest in the latest sales automation tools and restructure their sales forces to focus on distinct end-user market segments. </div> <div class="node-body article-body">This article will drill down into the study’s findings on the need for reps to operate more efficiently and to use sales technology more effectively.</div> <p><a href="" target="_blank">read more</a></p> Sales Rep News Gold Thu, 03 Mar 2016 19:50:00 +0000 31381 at <p>FCG&rsquo;s Tom O&rsquo;Connor led a panel discussion on the NEMRA Rep of the Future study at the NEMRA annual conference on the recently published NEMRA/Farmington Consulting Group &ldquo;Rep of the Future&rdquo; study. On the panel were (left-right) John Hoffman, Legrand; Jim Johnson, Calpipe; Troy Jennings, John Moore &amp; Associates; Kelly Boyd, ElectroRep; electrical contractor Randy Hirotsu, Rosendin Electric; and CED&rsquo;s Joe Huffman.</p> Photo by NEMRA Productivity Prevents Stupidity <div class="field-byline"> Mike Rockwood and Lou Pontarelli </div> <div class="field-deck"> This chapter of the Flow training program developed by Associated of Los Angeles’ Mike Rockwood and Lou Pontarelli helps salespeople work smarter, not harder. </div> <div class="node-body article-body">Productivity skills should be included in the foundation of any training for sales teams in the electrical industry. </div> <p><a href="" target="_blank">read more</a></p> Sales Silver Thu, 01 Oct 2015 16:24:00 +0000 28071 at <p>Mike Rockwood believes salespeople need to approach all selling situations proactively. He says their fear of uncomfortable situations too often leads to over-preparation and over-planning.</p> Influencing Others <div class="field-byline"> By Mike Rockwood and Lou Pontarelli </div> <div class="field-deck"> These five simple techniques will help you persuade your customers to take the action you desire. Part 4 of Sales Flow </div> <div class="node-body article-body">You are in the business of influencing people. Make friends with that fact. Some call it persuasion while others call it negotiation. Whatever it’s called, distributors pay their salespeople to influence customers to buy from their companies instead of from other sources. </div> <p><a href="" target="_blank">read more</a></p> Sales Sat, 01 Aug 2015 19:28:00 +0000 26981 at Sales Flow: The Power of Good Habits <div class="field-byline"> By Mike Rockwood and Lou Pontarelli </div> <div class="field-deck"> In their third article about their “Flow” sales training series, the authors teach you the basics of building better sales habits. </div> <div class="node-body article-body">The right habits are what make a salesperson successful. And the most successful salespeople make the habit changes necessary to constantly refine their sales activities. They make the job look easy because to them it actually is easy.</div> <p><a href="" target="_blank">read more</a></p> Sales Thu, 14 May 2015 19:00:00 +0000 24651 at Getting into the Flow: A new formula for sales success, Part 1 <div class="field-byline"> By Mike Rockwood and Lou Pontarelli </div> <div class="field-deck"> With a custom-designed 12-course sales program, two sales pros from Associated of Los Angeles believe they have a winning formula for sales success. The first article in a continuing series. </div> <div class="node-body article-body"><p>After years of success leading dozens of sales teams and hundreds of salespeople, we became frustrated and puzzled that our tried-and-true sales leadership techniques were losing their punch.</p> <p>We asked ourselves, &ldquo;Why are our practices not inspiring effective, energized, winning teams as well as before? What was wrong? What changed?&rdquo;</p></div> <p><a href="" target="_blank">read more</a></p> Sales flow sales Wed, 04 Mar 2015 16:25:00 +0000 23321 at Getting into the Flow: A new formula for success, Part 2 <div class="field-byline"> By Mike Rockwood and Lou Pontarelli </div> <div class="field-deck"> In Part 2 of their 12-part sales course, the authors from Associated of Los Angeles discuss Focus. </div> <div class="node-body article-body">One way we can harness the flow is to attack the most obvious impediment to reaching it — a lack of focus. There are too many demands, too much data, too many emergencies and too many conflicting expectations facing our salespeople. Improving this situation requires an extreme level of focus for us and continuous teaching and coaching on it to our salespeople.</div> <p><a href="" target="_blank">read more</a></p> Management Sales Mon, 02 Mar 2015 19:55:00 +0000 24101 at Eight Great Sales Tips <div class="node-body gallery-body"> Sean Leahy, author of "The Sales Shot," offers these 8 Great Sales Tips as a holiday gift to EW readers.</div> <p><a href="" target="_blank">read more</a></p> Sales sales Sales Shot Sean Leahy Mon, 08 Dec 2014 17:27:00 +0000 21541 at The Art of the Deal: An electrical distributor and one of his beautiful deals <div class="field-byline"> By Samuel Reifler </div> <div class="field-deck"> The story of how Electra Supply Co.’s Nathan Reifler bought 50,000 feet of 10/2 AWG SE cable as surplus from the U.S. Navy and sold it to the New York City Water Department for the Neversink Aqueduct is still a delight to read more than 50 years after it happened. </div> <div class="node-body article-body">It was an awful lot of cable. In a good year, Electra might sell the equivalent of one of those reels. Because there was so much of it and because it was a large gauge, the WAA’s minimum bid for the cable was far below the market price which, my father was convinced, itself was too low.</div> <p><a href="" target="_blank">read more</a></p> Sales Gold sales Fri, 10 Oct 2014 16:59:00 +0000 20131 at VikZA/iStock/Thinkstock 10 Sure-Fire Sales Tips <div class="node-body gallery-body">Looking for some tried-and-true sales basics? Here are Electrical Wholesaling's picks for 10 Sure-Fire Sales Tips.</div> <p><a href="" target="_blank">read more</a></p> Sales Thu, 19 Jun 2014 20:21:00 +0000 17081 at <p><em>Photo credit: </em></p> <p><em>Lite Productions/Lite Productions/Thinkstock</em></p>