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 […]

Without this Trait, You Won’t Make it

Apr 6th, 2015

Over the years, I’ve been very fortunate to meet lots of salespeople and business owners. I think it’s safe to say that in 25 years, I’ve presented to thousands of salespeople and hundreds of businesses. Though I was considered the trainer in those presentations, it was not uncommon for me to learn from my trainees. […]

How to Achieve Work/Life Balance in the Door and Window World

Mar 19th, 2015

Have you ever been accused of working all the time? Are you accessible to everyone even while you are enjoying some ”down time”? And are you always checking your phone for messages and texts so you can respond quickly? If you answered yes to any of these questions, you’re part of a growing trend in […]

Business Pricing: A Vital Part of Your Year-End Review

Feb 5th, 2015

As we gear up for another year, I was recently assisting a customer with his year-end business review. This customer has been in business for more than two decades and has successfully grown it. He “right-sized” his company during the recession, and it started growing again last year. But there was one thing bugging him. […]