You’re Fired

Jul 2nd, 2012

I fired a man today. Officially, his employment ended following a “terminable infraction” according to our employee handbook. Unofficially, I was personally betrayed. Previous small infractions made by this employee over several years had been documented, addressed and resolved amicably. Each time, I felt this young man was gaining better understanding of his employer’s expectations [...]

Going the Distance

Jun 18th, 2012

When I make a sale at Milanese Remodeling it is a lot like getting to the starting line of a race. First, I had to train and practice to qualify for the race. Then, I step into the starting blocks and run hard from the sound of the starter’s pistol all the way to the [...]

Are Window Dealers Making a Profit?

May 17th, 2012

Hopefully your window dealers’ hard work is paying off right now. Good weather has let them install product. Their phones are ringing from yard signs, they’ve canvassed neighborhoods and done proximity mailing to create leads. Estimates are coming in over the phone and the Internet. They’ve sold more jobs, received deposits and ordered more windows. [...]

Will Your New Dealers Sink or Swim?

Apr 30th, 2012

It seems manufacturers are spending more time and money bringing new dealers aboard. They have to replace dealers who got knocked overboard by the stormy economy and drowned. They need new dealers to make up for ones that jumped ship. Manufacturers are also searching high and low for new dealers in unchartered territories – where [...]

Cutting Costs to Survive

Apr 23rd, 2012

The only way to survive as a manufacturer in today’s stalled economy is to reduce expenses, right? Manufacturers are looking for a better bottom line and reducing expenses to make up for lost revenue. They are slashing customer service expenses, laying-off marketing department staff, delaying the introduction of new products and reducing sales staff. Durasol [...]

I Never Got This Far in My Dreams

Apr 12th, 2012

Bubba Watson had me glued to my television Sunday afternoon as I watched him use courage and creativity to win the Masters Golf Tournament in Augusta, Ga. If you weren’t one of the 42 million Americans also watching, I can tell you it was an exciting finish. Watson hit an awful tee shot on a [...]

Can We Win The Energy War?

Apr 2nd, 2012

In 1977 the President of the United States of America interrupted all public television broadcasts to announce to the American people he was declaring war–War on Energy. President Jimmy Carter announced a strategy to win the Energy War, “I’m proposing a bold conservation program to involve every state, county, and city and every average American [...]

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 [...]