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Sales Tip of the Week – Reading Your Buyer

Filed under: Uncategorized

pokerWant to know how your buyer feels about your proposal? Advantages magazine shares some tips on how to figure out what your buyer is thinking, just by their expressions.

Just like in poker you can read your buyers. They have “tells.” Their mannerisms and facial expressions reveal how your proposal is being received.  A tilted head is positive. If the prospect’s body remains relaxed and he leans forward, you’re on the right track. A genuine smile, of course, is also good. Watch out for negative gestures that indicate displeasure or uncertainty. These include scratching the nose, putting a finger to the mouth, rubbing the temples or placing a thumb under the chin. If your prospect does any of these for more than a moment, pause. Ask for feedback.

Sales Tip of the Week – Follow Trends

Filed under: Sales Tip, Uncategorized

Next Big ThingYou’re hip, you’re with it, you know all the latest trends … but did you know that it could lead to more sales? Advantages magazine shares some tips on how you can not only find the latest trends, but make them work for you.

Following trends makes for better promotions. Trend alerts are everywhere. Follow blogs. Sign up for RSS feeds from resources related to areas of interest. Subscribe to magazines or newsletters that follow trends within the industries you service. Stay observant on the streets, at the mall and when travelling. Every day you’re presented with clues as to what the next big “thing” will be.

Earth Day 2014 Freebies!

Filed under: Fun, General

Free EVOS milkshake on Earth DayWho doesn’t love freebies? After all, this is the promotional products industry, where giving away free branded stuff is how our clients do business!

And since today is Earth Day, we figured we’d highlight several eco-friendly Earth Day-freebies being offered by some major brands. Here’s a list of some great promotions that include cool giveaways in honor of Mother Earth. So get your green on and enjoy!

Got any you’d like to add? Post a comment now!

25 Years and Counting

Filed under: Fun, General

BethOn April 3rd, Beth Deitz celebrated 25 years with ASI. We recently sat down with Beth to find out what the years have meant to her and how things have changed. Find out why she compares ASI to her favorite sports team, the Pittsburgh Steelers, and how working hard is in her blood.

Q: What is your title and job description?
BD: I am the team leader of materials intake for the ESP Information Team. I’m responsible for processing all the product data that gets into ESP.

Q: What do you like about your position?
BD: It’s nonstop, so I’m always busy. I can never learn enough; to me it’s a never-ending process.

Q: How have things changed over the years?
BD: The change has been unreal. We went from everything being done manually to a totally paperless system. The basics haven’t changed but the format in which we enter and use it is totally different. When I first started 25 years ago I was a classifier, which would be today’s editor for EIT. I was responsible for getting the data into the correct format. Back then there was no ESP, they were just building it at the time, so it was dial-in. I also worked on Infoline, where distributors would call in and ask for the supplier of a product. We then had to go to leaf through our catalogs by hand; everything was manual.

Q: What do you enjoy doing outside of work?
BD: When I am not working I do volunteer work. I work with military veterans, USO’s, I’m part of an AOH (Ancient Order of Hibernians) where we support the visitation home outside of Trenton (NJ). We take care of older adults who have mental difficulties. It’s so wonderful to work with them. I am also a sports junkie and love Steelers, mostly because of how the family runs them and how there is a level of respect. I also like the Phillies, and enjoy listening to them on the radio.

Q: What is something that people don’t know about you?
BD: I sew, but mostly to fix things. People probably see me walking around with my jacket that has all of these patches on it. I collect patches from everywhere I go, from girl scouts to military patches, and I sew them onto my jacket. It’s like my road map.

Q: What would you be doing if you weren’t working for ASI?
BD: I would be a historian. I’m pretty good at research and finding things, my head is always full of useless information.

Q: What is the strangest promotional product you have seen?
BD: The weirdest product I saw was an imprinted urinal screen.

Q: Do you have any memories you’d like to share from the early days at ASI?
BD: When I first started here, I would go home in tears. I had this assignment to read category definitions and one category was called decalcomania. I would read this definition over and over again but I had no clue what this was and I would get so upset because I couldn’t figure it out. It turns out it was decals and stickers; I was losing my mind over stickers! It’s funny now when I look back on that.

Q: What’s it been like to work here for 25 years?
BD: I like to compare ASI to the Steelers. ASI is so family oriented and they treat us well, so I am grateful to have this job. When I first started here I was thankful to have a job, to just be doing something. Both of my parents worked for Sears, my dad worked there for 28 years and my mom was there for 20 plus years. The mentality of my family was to go to work every day, and pay the bill, that’s the way it was. I take each day as it comes and accept the changes, and the changes are what make it fun.


– Interview by Lauren Medina

Sales Tip of the Week – Make Your Customer Feel Special

Filed under: Sales Tip

customerSure, your customers know they aren’t your only customer, but that doesn’t mean they don’t want to be treated that way. Advantages magazine shares some tips on how to make your customer feel special.  Share your tips here.

When you offer options, choices, range, and variety and create more value through customization and personalization, your customers will feel like they’re your favorite. Implement processes that allow you to recall their questions, preferences and choices in all future interactions. Then customize your offers and suggestions for their next visit or purchase.

Download your ESP Presentation!

Filed under: ESP Updates and Tips

So you want to save your presentation quick and easy! Well, you’re in luck because based on your feedback, there is a nifty download button right in the presentations toolbar!

You can still email it or send a pdf link to your customers, but if you need it on the go, download it, and take it with you!

Click here to read more about what you can do to get your presentation out to your customers.

Sales Tip of the Week – Don’t Put Your Buyer On The Defense

Filed under: Sales Tip

howWant to know why your buyer is making a certain decision? Advantages magazine lets us know how to speak to your buyer without making them feel defensive.

If a buyer tells you they’re not ready to make a decision, don’t ask, “Why?” You risk putting the buyer on the defensive. Instead, sales coach Dan Seidman recommends you ask, “How did you determine that we’re not right for you at this time?” Using “how” turns the question into a request to better understand the buyer’s decision-making process.

Poll Results – First Quarter Sales Expectations

Filed under: Poll Results

With the industry’s first quarter wrapping up, it’s now time to present the results of our most recent poll, which asked the question “I expect my first-quarter sales to be:” with the following answer options:

  • More than last year
  • Less than last year
  • About the same

Of the 146 total votes, 98 (67%) said they expect their 2014 1st-quarter sales to be more than 2013, with 25 (17%) saying they think sales will be less. The remaining 23 votes (16%) said they expect sales to be about the same.

Here are the full results in graph form.

1st Quarter 2014 Sales Predictions

Sales Tip of the Week – Ask For Referrals

Filed under: Sales Tip

referralLooking for new business? Ask a satisfied customer for a referral. Advantages magazine shares a few of their tips on how to make the most out of asking for referrals. Share your tips here.

After making a customer happy, ask for referrals. Referred leads have a dramatically faster closing rate than cold leads. Ask for referrals from your clients’ partners and suppliers, as well as from other departments and divisions. You may have been taught to ask, “Who do you know that could benefit from my service?” However, that’s too general and most people will not have names ready for you that quickly. Instead, spend the time researching who you want to be referred to and make the request specific.

ASI Employee Anticipates Her First Trade Show

Filed under: Fun, General, Profile


The ASI Show New York is right around the corner and for new ASI employees, like Emily Gilberg, that means a trip to their first trade show.

Q: What is your title and job description?
EG: I am an Advertising Coordinator, which is a part of the production and advertising operations department. I am responsible for collecting materials from advertisers and then making sure the advertising happens. This can be completed once the sales representatives have sold the advertising space.

Q: How did you get the opportunity to attend the ASI Show New York?
EG: ASI offers new employees the opportunity to attend the ASI Show New York. I have been working with ASI for about six months and I have never been to a trade show before, so this is a great opportunity.

Q: Why is it important for people who work at ASI to attend a show?
EG: I work with suppliers and distributors on a daily basis and trade shows are a really big part of the industry. Having the opportunity to go to this trade show is a great way to get a better understanding of what my clients are going through. This will help me better serve them in the long run.

Q: What do you hope to see and do at the show?
EG:  Everyone that attends the show is asked to participate in some way. Most people are responsible for either seating people for the keynote speaker, scanning badges or helping with registration.  I am listed “as needed,” so I will be helping with whatever comes up. When we are not helping out we do have the opportunity to walk around the show floor and explore. I hope to have the chance to go to a few seminars and see the keynote. I also want to walk around the floor and meet some of the people I work with every day. I think it would be great to introduce myself to suppliers and distributors that I work with on a daily basis, to put a face to the name.

Q: What are you hoping to get out of this experience?
EG: Trade shows play a very important role in this industry and I think by attending the show I will gain a better understanding of the industry as a whole. They are a huge part of the day-to-day business of the clients I work with so I think by seeing how a show works and what goes on behind the scenes will be a great learning experience.



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