Distributor owners know, without a doubt, that people are their biggest asset.  They are correct in that nearly 60 percent of all gross margin dollars go to paying employees, but that’s not what I have in mind.  People are important to salespeople and often the importance transcends a purely business relationship.  Long-term customers often become friends, allies, and occasionally future business partners.    Moving a person from a stranger to an important customer, business ally, or even a personal friend, is a time-consuming and difficult process.  Here is a rough and simplified outline: 1.      Identify the person who might have the ability to influence the purchase. 2.      Gather background information on this prospect. 3.      Determine the points/product features the prospect considers important. 4.      Provide information and answer questions to build credi...

Spring is in the air.  Couples are walking hand in hand,  the birds are singing and Distributors and their Supply partners are preparing for association meetings.  And, quoting a serious article on the topic, “Every April your brain unwittingly becomes a dopamine factory, turning you into a love junkie.” In essence, love is all around us.    I know you are probably wondering where I am going with all this, but there is a tie-in.  Throughout this spring I have had a couple of conversations that gave me pause.  Actually, more than a pause, these conversations provided massive flashbacks and touched a nerve far more tender than meer business.  Allow me to explain.   Recently, during a deep and serious conversation with a married couple, they shared the story of courtship.  They were high school sweethearts who, by their own admission, were not part of the small clique best labeled as the “popular” kids.  Their group of friends ...