How can I improve my sales with an account?

Before calling on an account, learn as much about the business as possible. Visit the company website and social media pages, review the account’s order history, and analyze buying patterns. Is it seasonal? What types of styles are they buying? What about the colors and size profile? Are they using a logo or design to decorate the garments?

Then, compare your findings to the portfolio of products you have and, based on your research, can you present any products they aren’t buying that would be of benefit? Could their logo use a refresh? If so, put together a sales pitch for the next meeting to show them why these products would be a good fit.

—Royal Apparel

Glen Brumer

View all articles by Glen Brumer  

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