Art Waskey

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    Creating open field success

    2019-03-01T16:25:00

    A sales person claiming to be the top annual producer at his company approached me with his concern that he had “hit the wall.”  In his analysis of his current schedule, he did not see a pathway for continued growth.

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    The importance of life-long learning

    2019-01-04T16:08:00

    I recently completed a career that spanned 46 years and am now in a period of transition. At 68, I feel my best years are still ahead, and I attribute this attitude to my belief that there is always more to master. I am a committed life-long learner.

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    Building a formidable sales team

    2018-11-01T17:09:00

    Early in my career I thought I would never want the responsibilities of becoming a sales manager. The stress from the activity and decisions I was required to make as a salesman seemed overwhelming. As I matured, those daily tasks became less challenging and I found myself ready for a ...

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    Always be ready for another lesson learned

    2018-09-03T10:01:00

    As a sales manager I am constantly learning new lessons. Regardless of age or experience we all always have opportunities to expand our skills, and sometimes this comes through lessons that may be personally painful…

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    Millennials at work

    2018-07-05T10:59:00

    In the last several years, I have had the privilege of working with the brightest of our next generation of sales producers. According to Forbes BrandVoice, Millennials (aka “Gen Y” or “Yers”), ages 21 to 37, will comprise more than one of three adult Americans by 2020 and 75% of ...

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    Time well spent

    2018-05-02T08:00:00

    I love working with Millennials (Next Gen, or Generation Y). In my senior years, I have had the privilege of working with the brightest young minds as they progress into outside sales.

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    Changing methods of sales

    2018-03-01T13:37:00

    My fascination for sales training began in 1975 when I was asked, along with my other duties as a regional engineer for Airco Welding Products, to train our distributor sales reps.

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    Fit to succeed

    2018-02-01T00:00:00

    Consulting a financial planner, he complained that after 30+ years representing a specific corporation he doesn’t know if he could stand working for them anymore.

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    Branding, the path to trust

    2017-12-01T00:00:00

    Historically, one of the weakest links in the distributor sales process is a lack of good branding tools. I was reminded of this fact when a rep said he thought we were wasting time and money on branding. Although sales and marketing are seemingly two sides of a coin, sales ...

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    Dealing with head trash

    2017-11-01T11:09:00

    We tend to jump to negative assumptions in response to many of the things we hear on sales calls. These types of thoughts are what I call head trash, and they are the consequence of believing you already know what the customer is thinking before you give him your full ...

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    When actions speak louder than words

    2017-10-01T00:00:00

    A while back, I wrote a column titled “If Looks Could Kill.” In it I noted that researchers have found that the three key elements of effective communication…

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    Out from under the bus

    2017-09-01T00:00:00

    An ecstatic rep came into my office to declare that he had just made the largest single sale of his career. His impressive negotiating skills had resulted in another significant signed contract. His jubilation was short-lived, however, once he considered the impact this sale would have on his future sales ...

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    Back to the basics

    2017-08-01T00:00:00

    A sales manager was concerned. He had just finished a day with a sales rep whose vehicle was full of trash. Not surprisingly, there were other issues with this person’s sales credentials. What are the fundamentals that should be present in any salesperson, or for that matter, any professional? ...

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    Dealing with ‘times like these’

    2017-06-30T00:00:00

    A major manufacturer’s rep was telling me how thankful he was for the recent improvement in the economy. In the last quarter, he received requests from customers, traveled, and prepared quotes like never before. Interestingly, despite this good news, much of his conversation centered on how bad the economy had ...

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    A personal development ‘physical’

    2017-06-01T00:00:00

    No one questions the wisdom of going to a doctor for an annual physical to prevent disease. Early diagnosis, as we all know, enables early intervention and proper prescriptive medical treatment for disease. Since this is true for physical health, why with all the personal development analysis tools available today, ...

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    In sales, the right mind matters...

    2017-05-01T00:00:00

    During my 45 years of selling, I have had the privilege of working closely with over 50 sales executives. Early in my career, I was fortunate to have one of the best professionals in the business as my mentor.

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    Know thyself

    2017-04-01T06:00:00

    As a youth I had a reading problem — dyslexia— a disability not well understood at that time, and although I graduated from college with highest honors, my self-image was very low as a result of my struggle to read well. I excelled in math, however, and this led me ...

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    A better outlook

    2017-03-01T00:00:00

    Nothing is more exciting than the privilege of helping a new, aggressive rep start his career in outside sales, but it’s a bit like watching a “bull in the china shop.”

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    Breaking the cord

    2017-02-01T00:00:00

    One of our best customers purchased equipment from a competitive on-line supplier, then called us for training. It shouldn’t surprise you when customers hire Millennials (born between 1980 and 1994) and start buying products on-line. This current buying transition is referred to as “breaking the cord.”

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    What really comes first?

    2017-01-04T00:00:00

    While prospecting with a new sales rep, we made a call on a qualified account that uses products we sell. The prospect wouldn’t enter into a relationship building conversation; he went right to the juggler, “What’s your best price?” My response, “What are you paying now?”

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