Tagged With "FAB"

We all remember FAB right?    For those of you that don't the what the acronym stands for.   It's Feature, Advantage and Benefit.    Back in the eighties and nineties I can remember making a bullet list of all of the...

On many appointments and especially the one that I have at 9:30AM in the morning I'll have all of the paper work necessary to "sign the deal" filled out the day or the night before the appointment.  In addition...................., I've...

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.

Telling a Story As we know there are many times when we can't get in front or even speak with the decision maker. Thus the question becomes how does one add value when every dealer has offers great support. The list can become somewhat endless and boring. 4 hours or less for on-site service 2 hours or less for phone support Loaner service Remote log in support Automated meter reads Automated toner delivery I'm sure, I'm missing a few more. The point I want to make is that most if not all...

Just an FYI, going through my worst drought in the last 13 months. Nothing on the books, a crap load of opportunities and 3 days left in the month. What does one do? Go out and find more opportunities. Fill the bucket t0 the brim and then some more. Sooner or later the bucket will explode. Tonight's blog is not about my crappy month, but about the steps that are required to get your self to final step of winning or losing. Some Tough Years In a two months I'll start my 43rd year of down the...

It's been a few days since I've had the desire to write.  I'd bet the ranch that if I was paid to write, well.... let's say it would be like a actor having stage fright. Ah ha!  That's it, I've had writers block.   The last few days,...

Art your tenure and diligence in the industry is awesome. You are the epitome of a salesmen's salesmen. I look forward to seeing you in Vegas.