Monthly Archives: January 2012

Sales people can save money by keeping records

If you are an outside salesman and use your vehicle, you can deduct those miles on your income taxes. The IRS allows an amount of money for each mile driven for work purposes that are not reimbursed by your company.

I know outside sales people that drive between 25,000 and 45,000 miles each year and that amounts to between $12,000 to $20,000 in deductions off your taxes. That is significant.

The IRS has only one requirement, you must document all the miles you claim on a daily basis. It’s easy and does not take any time at all.

In the video I didn’t even touch on cell phones and many other deductions that can save you money on taxes. Maybe another day.

Do you track your expenses and mileage? How do you do it? On paper or electronic?

1982 Bronco–A walk down memory lane

1982Bronco_Summer1992My wife is going through the pictures of our life and found a rare one of our 1982 Bronco. I’ve never been a huge picture taker including the vehicles, but this is a good one … and he’s clean.

This was one of our “cool” cars. It was immaculate inside and out when we bought it and the same when sold ten years later.

I was never a fan of green, and like most of my cars, the Bronco was two-tone green and white. I don’t remember off-hand the mileage when we bought him, but I have it buried somewhere in papers.

This photo is going on the My Cars Page, too.

Gadget Collection – Cell Phones and PDAs

According to my calendar, my Palm Vx turns twelve next Thursday. That got me to thinking about the PDAs and cell phones I had bought through the years and still had. From that came the idea for this weekend bonus video.

I am missing my first cell phone, a Motorola bag phone without the battery. It had to stay plugged into the lighter socket to work, but it was a working phone in my car. How cool was that.

So what gadgets do you still have lying around? Do they still work?

Selling 101 – Have you prepared your introduction?

Let’s face it, in sales, you will interact with strangers at least 50% of the time. Some companies even have quotas for the number of cold calls each day or week.

If you are going to spend that much time introducing yourself to strangers, shouldn’t you prepare something to say?

Yes, I know it’s not rocket science, but in the last few years, I have accompanied many sales reps on may cold calls and I can say without a doubt, very little preparation is happening.

What is your experience? Have you taken the time to prepare?

Selling 101–Product Knowledge will increase your sales

Increasing your sales is up to you … only you. This quick tip for today is 100% up to you and you can’t blame your company, your boss, your high prices … nothing. It’s all on you.

Product Knowledge

Working with sales reps that don’t know their product lines is painful for me. They aren’t valuable to their customers, they can’t help their prospects, and the don’t close as many sales as their counterparts that know their products.

When a customer confides in you and tells you what keeps them up at night … and you tell them you will check on it and get back with them in a few days … you lose.

Do you know your products? Frontwards and backwards? You better if you want to win.

What stories do you have for sales you won by knowing your products?