One man’s trash is another man’s treasure – what you get out of a Convention or Conference depends on what you actually do with all of that training and the info in that ‘wonderful plastic bag’

A long time ago, a successful business development professional told me that its far easier to sell more to the people already being sold to than go out and try and close new business. It seemed to me pretty obvious and, since I was also a reseller at the time, I developed a suggestive selling program to encourage my line staff to adopt the practice. It was a successful effort as my company grew 25 percent that year — at least 60 percent of which can be directly attributed to the program.

Sound interesting? It should. Unfortunately the percentage of resellers who train their staff to “suggestive sell” is far less than you’d expect based on the opportunity it presents. I’ve heard estimates that anywhere from 20-25 percent of resellers suggestive sell. What about the other 75-80 percent? They take orders…and their growth and profitability is negatively impacted as a result.