Awards & Engraving

April '18

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16 • A&E APRIL 2018 Stephen Capper, along with his wife, Nora, and their daughters, Jami and Toni, owns and oper- ates A-1 Awards, Inc. in India- napolis. He has been associated with the awards and recognition industry since 1958, and has given numerous seminars since 1979. PEOPLE BUY FROM PEOPLE by Stephen L. Capper, CRM When you are searching for the best quality and prices on raw materials, remember that here again you can pay a little more if the materials arrive on time and never have to be returned or done over. Loss of valuable time can cost money that comes off your bottom line. Learn to enhance your products so they are worth more with a greater perceived value. Learning to sell your products is more difficult than just taking orders, but it can pay you big dividends. Remember that selling is telling your story about what you offer. Keep your presentation simple, take your time, and learn to pause. The pause is the greatest tool that you, the salesperson, can use to regain the attention of the pros- pect or buyer. Many beginner salespeople hurry their presentation in an effort not to forget the main points, but the real point is to be sincere in your efforts to solve the prospect's needs. Take the time to think about what you are saying and to listen to what you are saying—does it make sense to you? OUR SUPPLIERS CAN BE GOOD TEACHERS Learn to talk to your suppliers about what is selling and ask what trends they see in the marketplace. Your suppliers can be a great source of knowledge to educate you as to what is available in many small industries. These suppliers can contribute to your successful decisions in determining what the buying public is purchasing. This can eliminate many errors in your buying practices. Of course, there are those who just want the commission, but a good salesperson understands your success is L et us continue our scrutiny of you and your prospect. Know and use the best quality raw materials for specific applications. Each of us has different clients and each of us will attract clients that others will never be able to relate to or sell to no matter how long we are in business. It is for this reason that it is important for us to make sure we are giving more than we charge for in order to serve and satisfy our clients. IS YOUR BUSINESS TOOL BOX FULL? PART LXV Concepts of Building Your Business for Success Section O

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