Focus While Driving

Mar 27th, 2012

“Remember the only reason you are spending your time driving to this house, right now, is to walk away with a sale. Why not spend the time driving to an appointment getting focused on what you need to do?” Pete, the old Tin Man who taught me his sales techniques would say. Pete told me [...]

What Would You Rather Do?

Mar 20th, 2012

One of the old masters of selling who was willing to school me with his lessons was Pete Scatton, one of the original “Tin Men.” Pete thought it was important to leave early for sales appointments, so he could have time to brood. “Leave yourself plenty of time to pull over, park the car and [...]

Review your Sales Techniques

Mar 13th, 2012

If lack of confidence is the reason you are not asking for the sale or the reason why more of your potential clients become someone else’s customer I suggest you first, check to see if you are using good salesmanship or if you are simply planning on taking orders. I talked about “Pete’s Five Rules [...]

Hands On Education

Mar 5th, 2012

“You become the expert when you’ve installed what you sell,” Pete said. Pete Scatton was one of the brothers who owned Scatton Manufacturing. His company supplied my Dad with storm windows, storm doors, awnings and porch enclosures when Dad started business. Pete was one of the original “Tin Men” and a master of selling in [...]

Show and Tell

Feb 27th, 2012

One of the old masters of selling who was willing to school me with his lessons was Pete Scatton, one of the original “Tin Men”. “People buy with their eyes,” Pete would say. “You’ve got to be able to play ‘Show and Tell.’” Remember, most potential clients need to see what they are getting because [...]

Be Prepared to Sell

Feb 20th, 2012

One of the old masters of selling who was willing to school me with his lessons was Pete Scatton, one of the original “Tin Men.” “By being prepared and knowing your product you multiply your profit by one hundred times,” was Pete’s math.  The most obvious thing that can go wrong when it is time [...]

Learn From Your Elders

Feb 13th, 2012

I have always tried to learn as much as I could about the art of salesmanship and was always fascinated by the sales process. I learned a lot about sales from my Dad. “Selling is simple.” my Dad would tell me, “Be yourself and believe what you’re saying”… Maybe it really was just that simple, [...]

Are You Smart Enough to Lie?

Feb 7th, 2012

“I’m not smart enough to lie,”Dad would often say. “I have a hard enough time remembering the truth. There is no way I could keep track of both the truth and lies.” Sometimes, it may be tempting to tell a client what they want to hear to get the sale. First, there might be the [...]

Selling is Easy!

Jan 30th, 2012

“Selling is easy,” Dad would say. “Just be yourself and believe what you’re saying.” I was “home-schooled” for my earliest sales training. Adding a showroom on to our home was the biggest investment Dad made when he started his own business. I would watch and learn as my Dad met customers in his tiny new [...]

“Are You Selling or Taking Orders?”

Jan 24th, 2012

Sales are vital to every business, but it is easy to confuse selling with order taking. Are you actively participating in the sales process or are you simply processing sales transactions – taking orders from predisposed buyers? Taking orders is as simple as giving the customer what they ask for at a price they find [...]