Resources for Entrepreneurs

Sales Advice By Market

Selling to Antiques Wholesalers

For many entrepreneurs, selling to antiques wholesalers can be a pathway to achieving revenue goals. To achieve success in the antiques wholesaler industry, you'll need to pay attention to the basics.

Not surprisingly, antiques wholesalers play by the same rules as any other type of business; they respond to businesses that offer solid, affordable products.

The best sales teams combine personal motivation with a set of tools that equips them to address sales cycles that target antiques wholesalers. Whether you're a new business or an established industry presence, here are a few of the tools you need to have in your toolbox.

Market Aggressively

Effective marketing directly impacts antiques wholesaler sales success. A combination of tight competition, multichannel approaches and emerging marketing technologies mean that you'll need to flawlessly execute your strategy to capture the attention of decision makers.

A large portion of your marketing efforts should focus on maximizing the number of leads that are funneled to your sales force. Lead lists are a genuinely powerful resource in lead generation and can be purchased cost-effectively from Experian and other reliable third-party providers.

Role of Owners & Managers

Owners and managers are active players in selling to antiques wholesalers. Front line visibility is essential for large accounts, but your sales team can benefit from occasionally participating in joint sales activities with the owner or sales manager.

By periodically accompanying your reps in the field, you gain valuable information about the market and the execution of your sales strategy.

Casting a Broad Net

The first step in selling to antiques wholesalers is to cast a broad net. Strategies that limited to the local market are not likely to succeed in an environment that leverages the benefits of long-distance sales techniques.

Although a geographic concentration may be a useful strategy for new sellers, you will eventually need to broaden your focus to include prospects outside of your initial range. You can also broaden your prospect base by introducing new products and partnerships into the mix.

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