The Journal of Architectural Coatings

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Tales from the Trenches: Making a Pitch for Smarter Sales Strategies

A D+D Online Feature published January 26 2011

by Steve Ryan
	Ever walk into a department store and been approached by a salesperson who asked, “Can I help you?”... (Login to read the full article)

Comment from bob laMay, (1/27/2011, 9:51 AM)

Lots of good stuff Steve! I have been in the paint contracting business since 1963 after getting out of the Navy. I have found that the first and most important sale each and every time is myself then the job. I let the customer know me and get to like me first, and me them. Then I sell the job. Of course I do it all in a very choreographed way.

Comment from Steve Ryan, (1/27/2011, 11:17 AM)

Yes, that is true. The customer is buying you. And, many have found that working from a list of questions allows the salesperson to stay on track as the sale is choreographed. One thing that may surprise people is that a very inexperienced salespeople in a new industry can sound very professional or from a very professional company because they ask all the right questions. It is uncanny. Good Luck. Steve

Comment from Gavin Hepp, (1/28/2011, 11:37 AM)

Great stuff Steve, its not ground breaking, but extremely effective. Stick to the plan and you'll see your sales will soar.

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