Art Waskey

  • Art Waskey
    Features

    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.

  • Art Waskey
    Features

    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.

  • Art Waskey
    Features

    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.

  • Art Waskey
    Features

    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 ...

  • Art Waskey
    Features

    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 ...

  • Art Waskey
    Features

    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…

  • Art Waskey
    Features

    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 ...

  • Art Waskey
    Features

    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? ...

  • Art Waskey
    Features

    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 ...

  • Art Waskey
    Features

    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, ...

  • Art Waskey
    Features

    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.

  • Art Waskey
    Features

    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 ...

  • Art Waskey
    Features

    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.”

  • Art Waskey
    Features

    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.”

  • Art Waskey
    Features

    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?”

  • Art Waskey
    Features

    Just get over it!

    2016-11-01T07:00:00

    I can remember earlier in my career when I was so stressed out that I wanted to swap places with the guy with a sign on the street corner begging for money. How many times have you been so upset with yourself over stress and anxiety that you felt like ...

  • Art Waskey
    News

    Sold to the lowest bidder

    2016-09-01T00:00:00

    A sales rep brought in a request-for-quote (RFQ) from a local municipality. When these types of bids come out, the government affords access to the previous contract terms, pricing, and conditions; when the RFQ is awarded, you also receive bid results.

  • Art Waskey
    Features

    Mind the gap

    2016-07-01T07:00:00

    I was asked to make a call with a new sales rep on business we had lost a year earlier. The customer was nice enough to give us an email recapping our past deficiencies including major gaps in communication with his previous lab manager and our account rep (who we ...

  • Art Waskey
    Features

    Art of Selling

    2015-07-01T14:30:00

    I find a great deal of satisfaction introducing young people to a career in sales. Our company transitions proven counter sales people to outside sales through a step program titled, “inside/out.”