James Olsen on Muck Rack

James Olsen

United States
As seen in: Fandom, ACS Publications, Times Higher Education, BiggerPockets, Billings Gazette, Kirkus Reviews, Santa Fe New Mexican, The Union, Intellectual Takeout, Ravalli Republic and
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Articles

OLSEN ON SALES: FEAR OF THE BIG, BAD CUSTOMER

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By James Olsen
| Building Products Digest
WHAT DO WE feel for the fearful? We pity them, we feel sorry for them, right? These are not the feelings we want our customers to feel for us. We respect and revere the fearless. Don’t we want our customers to respect us? If we are fearful, our customers will feel it. When my son was four, I took him to swimming lessons. The pool was just a big bathtub—a little deeper maybe—but not scary—dad was there. The lady teaching the class kept asking him to blow bubbles in the water. He gladly complied, once.
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OLSEN ON SALES: ACCOUNT MANAGEMENT

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By James Olsen
| Building Products Digest
JUST AS THE discoveries a scientist makes while working for a research company belong to the company, the accounts that are brought in and sold by your sales team are the company’s assets. This is a sensitive subject. Salespeople feel that accounts they bring in or even accounts that are given to them to work are their accounts. We want salespeople to feel this way. We want them to have a personal stake in the success of the relationship with the customer.
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OLSEN ON SALES: HOW DO I GROW MY SALES FORCE?

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By James Olsen
| Building Products Digest
BUSINESS OWNERS and sales managers frequently ask me: “Should I hire experienced or inexperienced salespeople?” and “How do I grow my sales force?” Let’s look at the pros and cons of hiring experienced vs. non-experienced sellers. Experienced Sellers Advantages: (1) They usually produce immediate results. (2) They don’t have to be trained. (3) They open new customers and markets to our company. Disadvantages: (1) Unseen baggage. Why are they changing jobs? (2) Loyalty.
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