Miller, 71, went to work for Interstate in 1962 soon after graduating, joining his dad who was an Interstate distributor in Tennessee. “My whole foundation for sales and marketing came from the foundation that I got at North Texas.” “Back then, I didn’t have a clue,” Miller says of his sales experience before college. 1 replacement brand battery in North America. These fundamental skills helped him build Interstate into the No. By the time he graduated, Miller says, he could make a sale from pitch to close, market a product and read a budget. He took his first business classes not knowing how to make a sales pitch. ![]() Miller learned these elemental sales lessons while studying general business at North Texas. Then he would move in for the trial close, or test close, asking opinion-based questions to get the customers in the “yes” mood and get a read on their potential to buy. Miller would weave the conversation into a discussion about Interstate Batteries. A mounted stuffed bass on the wall was fodder for conversation about fishing to get the customers talking. The first thing he did when talking to potential customers was size up the room. ![]() 1, relying on business fundamentals he learned at North Texas.īefore Norm Miller (’62) headed Interstate Batteries, he worked the road, convincing customers to buy and distribute its batteries. After working his way to the top in 1978, he took Interstate Batteries to No. Norm Miller started out as a salesman for a fledgling company in 1962.
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