Sales 101– It’s easier to sell to an existing customer than it is to find a new customer.  At least one expert says 14 times easier, but I personally believe the number is closer to 5 times.  This is true because you know the existing customer. You know her operation, you know how she applies the product, you know auxiliary people.  Further, if you are doing your job properly, you know the company’s financial process. Distributors, by their very nature, carry multiple and complementary product lines. On many occasions, our chief advantage as a distributor lies in the ability to put together a package.  In an automobile analogy — we provide not only the car tire, but the wheel, hub cap, lug nuts, and often provide inflation as a service, too.  With the day-to-day hustle and bustle, we sometimes find salespeople working in the business rather than working on the business . It becomes very easy to lose our focus. Introducing the FOCUS Analysis The FOCUS...