Tyson’s Take

Replacement Window Sales and “Rookie” Mistakes

Feb 8th, 2016

Believe it or not, we are already about halfway through the first quarter of 2016. It has been a different start to this year. There have been some snow storms, there have been some cold snaps, but it has been relatively mild this year compared to last year, when we had the “polar vortex.” This tame winter […]

What’s In It For Me?

Jan 12th, 2016

How many sales presentations have you done over your career?  Do you know your presentation so well that you could do it in your sleep?  I am sure the answer to these questions range from “thousands” to “yes, and I have actually done my presentation in my sleep.” Many of us know the anatomy of a […]

Average Attention Span

Dec 17th, 2015

I just finished reading an article on average attention spans. It wasn’t surprising to learn that the average attention span for humans has shortened, but I was surprised by how much. Over the past 15 years, it’s fallen by almost 40 percent.  In 2000 it was 12 seconds, and today it is eight—just below that […]

The Lowest Price Doesn’t Always Get the Sale

Nov 6th, 2015

There is not a week that goes by where I am not asked to “quote” a job or “bid” a large project from a company that we do not do business with. The scenario unfolds like this. “I have this large job of 500 windows that we would order all at once. The windows would be […]

Who’s ‘Tinkering’ With the Selling System?

Oct 8th, 2015

I have always been taught that you do not “fool” or “tinker” with the in-home selling system. Whether you use eight, ten or 12 steps, you follow the game plan to the letter. Of course, there are some who say selling systems are too rigid or are not the best for the customer. We can have that […]

Don’t Sweat the Stock Market’s Ups and Downs

Sep 3rd, 2015

So as we come into September—the busy season, the momentum-builder—all signs point to another great year. But as is typical in any year, something always happens to put doubt in our minds or in the minds of our customers. This year, it’s the stock market. The stock market has been somewhat of a “superball,” bouncing […]

Present With Passion

Aug 6th, 2015

Everyone has that familiar route they drive every day. Have you ever gotten to your destination and said, “How did I get here?” We all have. Our memory allows us to put certain unemotional things on remote control. When you do things over and over again, it’s really easy to put them on remote control. […]

Sales Entrepreneurship: It Takes Work to Stay Sharp

Jul 2nd, 2015

I was talking to an old industry friend this past week about private equity companies solidifying their stakes in our industry. Along with this, we have seen several companies go public and several companies that have merged. This is not limited to just manufacturers, either. There has been so much exciting growth in our industry, […]

Is Florida Prepared for a Hurricane?

Jun 8th, 2015

June 1 marked the official start of hurricane season. Fortunately, Florida has gone through a decade without a hurricane making landfall (the longest time between hurricanes that I can remember). Going back to 2005 when the last hurricanes impacted Florida, it was one of the worst years on record. Then, five hurricanes and two tropical […]

How to Successfully Train New Employees

May 12th, 2015

Our industry continues on pace for solid growth again this year.  And with another strong year evolving, we’re all having to add new employees.  This is a terrific effect from the growing building products sector.  It doesn’t matter if you are a manufacturer or a home improvement company — we all seem to be hiring […]