Posts Tagged ‘ sales ’

Evolving into the Basics

Mar 24th, 2014

I was working with a dealer earlier in the month who was stressing to the sales team that they need to follow the fundamentals of selling. This dealer had done some extensive research and found that the majority of his competitors did not bring a window into the appointment. He deduced that many of his [...]

Just Another Snowstorm

Feb 24th, 2014

It seems this winter we just prepare for our “weekly snowstorm.” It doesn’t matter if you live in Minnesota, Georgia, New England, Texas, etc. This winter has been unusually harsh and it has not spared any part of the country. It reminds me of those winters we experienced year in and year out 25-30 years ago. When [...]

25 Ways to Supercharge Your Sales

Jan 31st, 2014

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Any door and window dealer would want to know how to supercharge their sales, or any sales professional would welcome these tips. Peter Ebner, sales trainer for the printing industry, offers 50 tips to supercharge sales but says, “It doesn’t matter what you are selling and where you are selling. It doesn’t matter if it’s [...]

Successful Leadership

Jan 24th, 2014

I sometimes am asked what it takes to be a successful sales leader. Notice, I say leader, not manager—I would rather be known as a successful leader versus a successful manager. Stating it a different way—are there leaders of nations or managers of nations? Leadership has evolved over the years. It used to be the [...]

Selling During the Slow Months

Jan 14th, 2014

I had occasion last week to talk to the owner of a modular homebuilder. We were discussing the positive market outlook and the state of the residential housing industry. As you can imagine, January is a slow housing month in pretty much the entire Northern Hemisphere. That’s why I was surprised to hear that this [...]

You Can Farm, I Want to Hunt …

Oct 24th, 2013

I recently read an article about how the art of farming is better for sales than the skill of hunting. Since I have been a hunter in sales for almost 30 years now, I wanted to devote this discussion to some of the advantages and disadvantages to both. First, we have to start with a [...]

The Fall Selling Season–Time to Get Your Game On!

Sep 3rd, 2013

Well, Labor Day is over and the fenestration fall selling season is just around the corner! Many window dealers have expressed concern that July and August numbers were not quite what they wanted to see, but, I say, don’t worry. It is the fall selling season that really counts. The kids are back in school, [...]

Personal Communication

Aug 29th, 2013

With the Internet, email and now texting, customers now have “light speed” response expectations. Email has almost gotten too slow, and texting is taking over as a faster way to communicate. When a customer texts you, a prompt response is expected. But what has happened to the personal touch customers used to get? Has the [...]

Smile … You’re on Candid Camera!

Aug 27th, 2013

Remember that show? I watched it as a kid growing up and now I realize what I liked so much about the show. The first word is so important—SMILE! I wanted to help everyone understand the importance of smiling every day. I hear many people in my travels talk about how limited they are in [...]