Did You Hear?

Bill Mahre

President, ADG Promotional Products, Hugo, Minn.

"First, clearly understand the other person's opportunity or situation. Second, keep ideas simple and easy to understand, especially from a benefit standpoint—if there are no clear benefits, then the reason to take action is unrealistic to expect. Too often execution can become complicated or murky, so make sure that everyone knows timelines, who does what and [...] the ultimate outcome that is desired, so everyone understands what success will look like. Finally, stay organized and follow up in a timely fashion to each communication step or inquiry. When people become frustrated with a salesperson and go elsewhere, it is typically because a proposal lacks clarity or the responsiveness of the salesperson is not timely."