I am exhausted!! Driving for more than 2 hours in a torrential downpour this AM to our branch office in PA, and then the drive back in the rain for another three hours has kicked my butt!
I had to arrive by 11AM for a teleconference with one of our PA reps. Our rep had scheduled a teleconference for 11AM. We tried once and then twice and could not get a connection with the DM. Thus, I went through some information about wide format products with our rep to help when that connection is made.
Lunch was scheduled for Noon, with our sales meeting starting at 1PM. I can't give you details of the meeting, because that's top secret stuff. But, what I can tell you is that I had about twenty minutes to present a recent blog "Ten Ways Copier Reps Can Make Their Proposals Stand Out to Win More Orders!" to our team.
I kept it upbeat, tried to keep it entertaining so no one fell asleep. Since many of our reps are newbies I thought I would also speak about FAB. If you're not familiar with FAB, it's the acronym for Features, Advantages and Benefits. Early in my sales career, I was taught FAB from a Minolta sales training course. In short, whenever you state a feature (could be for any product), you then follow with the Advantage to the client and then the Benefit to that client.
If you're interested in knowing more about FAB, shoot me and email and I'll respond as quickly as I can. It's getting late and I need my beauty sleep. 
Our after sales meeting event was located a few miles away where we all gathered for some food and beverages.
A group of us old guys then had an engaging discussion about how FAB and many other sales techniques are not taught anymore. Keep in mind that FAB can be used for hardware, third party software, Apps, and just about everything we sell. We were all in agreement that it would be awesome if we could just gather all of the newbies once a month and give them old fashioned sales training. Forget about the hardware, and the software but teach them all of the sales techniques that we honed are skills with. I can still remember thinking to myself during a sales training back thirty years ago, "I'm not going to say that corny stuff" and thinking it will never work. Well, it does work and works most of the time.
That's it, I'm out, back to the grind in the AM! Oh, by the way the exact location for our President Club Trip was announced today and I am PUMPED!
-=Good Selling=-
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