September 2, 2010
Every wholesaler that I have ever known has had this dilemma: “Rick” is a great prospect. He writes a terrific amount of overall business, writes business in your product wheel house, was open and engaging during the first meeting, works at a focus firm, placed a lit. order with you [...]
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January 23, 2010
Some skills that wholesalers employ really separate the men from the boys, the posers from the superstars, the wheat from the……well you get the idea. One of those advanced skills is Forward Scheduling. Picture this sequence of events: You have great meeting with a high potential rep, for our purposes [...]
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