"Selling promotional products is a world unto itself." This according to businessman and author Randy Kirk, whose career includes sales of products and services in over 30 industries.
"In most businesses, you pitch the quality and the utility. When it comes to promotional products, your selling the glitz or the fun or the space available for a logo." That's not the only difference according to Kirk.
"Every sale is starting over. The customer may have used hats last year, so now she wants to use anything but hats. Or if she does want hats, she's going to put the purchase out to bid."Kirk has a blog, http://www.advertisingspecialty.blogspot.com that gives totally free ideas on selling, prospecting, and other aspects of the promotional salesperson's life.
From time-to-time there is a commercial for his product line which can be viewed at http://www.californiasprings.com. He explains, "This blog is just for teaching and coaching. Hopefully, some will find it to be a good resource for their careers."