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Merchant Recruiting 1. Door to door through business or indus- trial district. 2. Ask to talk to whomever at the store deals with salespeople. 3. Ask specific questions. For example, "Tell me. You get a lot of salespeople through here selling business machines. Who is the best? What makes he or she so good ? 4. Collect ten names per day. Call all ten. Looking Under Rocks 1. Call your friends. 2. Join and be active in professional organi- zations, i.e., chamber of commerce, SME, associations, service clubs, etc. 3. Keep your eyes and ears open! ! ! KNOW WHAT YOU EXPECT What do you expect your salespeople to do? Most managers' answer sell.Selling is not a goal, but the result of: 1. Controlling the sales situation. 2. Listening to the customers to understand their wants, needs and pocketbook require- ments. 3. Demonstrating the right product. 4. Knowing the product. 5. Answering questions properly. 6. Effective time utilization and prioritiza- tion. 7. Prospecting for new customers. 8. Following up on prospects that haven't decided. The above list are the daily activities. You do not manage sales; You manage daily activi- ties that result in sales. To help your salespeo- ple set realistic goals, you must change those goals into objectives; reduce them to their low- est common denominator. Then when they ac- complish the daily objectives crystallize, the THE JOURNAL The Magazine for Manufactured & Modular Housing Professionals larger annual goals are always the result. That's all for this article.Nextmonth we will complete this segment on hiring and move on to managing and compensation. Until then – GOOD SELLING! T J Grayson Schwepfinger is a nationally known speaker and mem- ber of the manufactured home Hall of Fame. He specializes in sales and sales management training and can be reached for com- ments or more information at his e-mail schwep1@aol.com or his phone 610 533 4969. For complete information go to his web site www.graysonschwepfinger.com journalmfdhousing.com our website Circulation statistics, plus more. tel: 706-655-2333 news@journalmfdhousing.com Tri-State Distributors, Inc. We are a full line distributor for after market products. We offer outstanding customer, service, quality products, top brand names and competitive prices. Anchors, Straps and more Vinyl Skirting visit Visit our website. You can view our current issue, download our media package and subscription form, see our Editorial Calendar and Windows & Doors CALL US AT ANY LOCATION: ROYSTON, GA 1-800-476-6164 AUGUSTA, GA 1-866-736-4560 GAINESVILLE, GA 1-800-866-1232 GREENVILLE, SC 1-800-303-4185 OCALA, FL 1-800-476-0172 COLLINS, MS 1-866-391-5535 No. 15 on Get It Quick Page www.tri-statedistributors.com No. 16 on Get It Quick Page JULY 2012 23 THE JOURNAL Heat Pumps and Air Conditioning Gas Furnaces,