Category: Sales Guru
Be All That You Can Be!
By Gene Fresco Ross Perot is one of the greatest salespeople who ever lived. From a superstar salesperson at IBM to the Founder of Electronic Data Systems, he has made history in business throughout the world. He said, “There was a time when I identified with Thoreau’s line about the mass of men living [...]
Eight To 80
By Gene Fresco The best way to increase your business is to increase your present demographics of customers. Do you see the same old customers day in and day out? Well, you are going to have to change that! I am going to tell you how to do it. When I was in the group [...]
Getting New Customers And Keeping The Old Ones
By Gene Fresco When I was training to be a manufacturer’s rep for Ampeg amps, I traveled with the rep for California, whom, by the way, I trained when he worked in retail with me. We went to Oakland to see a music dealer. As we pulled up in front of the store, I saw [...]
That’s Not A Lion… It’s A Pussycat!
By Gene Fresco Theorists have said that humans have retained in their psyches the need to experience the life-and-death feeling of our ancestors who went out to hunt their food and, sometimes, the food ate them. We do this today by gambling, participating in dangerous sports and, believe it or not, by making major purchases. [...]
NO ‘BE-BACKS’
By Gene Fresco The greatest loss of sales is from the “I’ll be back” objection. Most salespeople don’t know how to overcome the “Be back” objection or the “I’d like to think it over” objection. The reasons customers say that is because you didn’t solve their problem, you didn’t close the sale or you didn’t [...]
Salesmanship
By Gene Fresco Did you know that there is a merit badge for Salesmanship in the Boy Scouts of America? It was established in 1927. Do you think you would qualify for a Salesmanship Merit Badge? Here are some of the requirements to earn this badge. Let’s see how you do. 1. Explain the responsibilities [...]
Credibility
By Gene Fresco The most important thing your store must have is credibility. Your customers must believe that your store is where it is happening. How do you get credibility? Let’s find out. As a road rep, I offered my dealers the opportunity to have endorsees of the products I sold give clinics in their [...]
Put Your Customer In The Picture
By Gene Fresco OK, 2012 is here. Let’s do it right this time. Let’s make 2012 the best year we have ever had, in spite of the wailing about how bad the economy is and how deeply in debt our politicians have gotten our country. I have said many times that if you don’t ask [...]
