5. Getting the Best Margins
Numbers one through four on this list are important, but the ultimate indicator of a great salesperson is whoever makes the most money. And money comes from sales, sure, but more accurately, it comes from sales margins.
"Always dig for margin, on orders large and small," said Frank. "If you're providing the kind of service detailed [above], you deserve to be justly compensated. I never want to sell on price, always on the value of my solutions and service," he explained. "Once you're close to a nice order, go back to your supplier partner and see if they'll offer any better margin to you for working to secure the order with them. Then if you can offer fulfillment/distribution services, special packaging, additional cards, tags, accessories items, you can upsell and create something special for your clients," he said.
- Places:
- Los Angeles