NEWTOWN, Conn. – O2 Concepts has expanded its U.S. sales team with the hire of Ken Abriola as president of domestic sales and with the promotion of John Lewis to national sales director. Abriola, who will manage all U.S.
A. A buying trigger is the circumstance, pain point, or change-event that causes a prospect to begin a buying process with you. Anyone trained in sales best practices knows the power of a pain point when it comes to closing a deal.
A. As a general rule I don’t believe in “slumps” as it pertains to sales people. I’ve always believed that if you have a sales person that is not closing deals, he/she is not getting involved in enough transactions.
A. Most people think sales people are “born” to sell. I disagree. I think some people are just born with the gift of gab and people mistake it for having the ability to sell. Selling is a skill that is honed and developed over time.
A. A common mistake I hear from HME providers expanding into retail is they put all their energy into selecting the right location and having the correct products, but do not put any thought into how they will staff their new retail location.