October 2014

Why do some salespeople fail?

By Ray Barry, Chief Shreducation and Member Relations Officer When I speak with business owners in the information destruction and records management industries, one of the biggest issues they face is finding the right sales professionals for their businesses. And, once they find a good sales professional, they struggle with helping him/her maintain a certain […]

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Attitude is the key

By Ray Barry, NAID Deputy Executive Director The most important quality that top sales professionals and business owners possess is, without a doubt, a positive attitude. I have never met a great sales professional that had a negative attitude. In sales, as in life, attitude is a major factor in your successes and failures. Your […]

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Selling versus consulting

By Ray Barry, Chief Shreducation and Member Relations Officer “People will pay more if they perceive there is greater value or a deeper reason for buying from one provider over another.” ‑ Chet Holmes, “The Ultimate Sales Machine” This quote from the late great Chet Holmes tells me one specific thing: It’s not always about […]

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People buy for their reasons, not yours

By Ray Barry, NAID Deputy Executive Director People buy for their own reasons, not yours. This is a mindset that average sales professionals do not understand. The top sales professionals understand that everyone makes their purchasing decisions based on different motives. No two decision-making processes are exactly alike. The only way to discover what these […]

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Relationships feed the sales funnel

By Bob Johnson, NAID CEO Over the past few weeks, I’ve been reminded twice that the networking and partnership techniques taught at Shred School are both valid and valuable when marketing secure destruction services. Last month I spoke at a large convention of businesses that provide assistance to senior citizens who need varying degrees of care. They […]

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