Rodent Regatta

During the 1980’s I owned one of the computer distribution franchises. MicroAge was a force to be reckoned with in those years – both as a national distributor and on a local basis where the franchise owners often dominated their marketplaces. Today, that original company is gone and the name continues with a completely different business.

As a business owner, selling was a natural part of every work day. It was never formulaic. There was no manipulation. There was no ”one best method.” We prided ourselves on selling goods and services to commercial users of technology at a time when the ”retail approach” to selling computers was just being explored.

Those experiences taught me that selling could be a worthy profession. Meeting real needs and solving real problems for people was the key. Lately, I’ve gotten involved in several new ventures and activities that will require my attention in the sales area once again.

I’m looking at the various resources that are available and refreshing my knowledge of some key fundamentals. Here’s a list of things I’m spending some time with:

• Michelle Nichols writes for Business Week and provides some great advice and tools
• Paul DiModica wrote How to Sell Technology and it’s terrific; Paul also offers several free email newsletters which are helpful
• Ron Willingham wrote Integrity Selling
• Michael Pink is the author of Selling Among Wolves Without Joining the Pack, a Christian principles-based training course for sales people
• Anthony Parinello wrote Selling to Vito
• Zig Ziglar’s stuff is always useful
• Jeffrey Gitomer also provides advice with over-the-top enthusiasm
• For those wanting a bit more detailed system, take a look at Tom Bryan’s Proven Sales Letters
• Finally, I also like Ford Harding’s book called Rain Making
• Cass McNutt suggests Selling the Invisible by Harry Beckwith