Posts Tagged ‘ Mark Milanese ’

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 […]

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 […]

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 […]

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, […]

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 […]

Nothing Happens Until Somebody Sells Something

Jan 17th, 2012

Dad would start many of his own brand of “How to Succeed in Business” lectures saying, “Nothing happens until somebody sells something.” Sometimes that was his total statement, but usually he would continue by saying, “After that, anything can happen – good, bad or indifferent.” More often than not, he would finish his point by […]

Allow Me to Introduce Myself

Jan 13th, 2012

I am the son of a “Tin-Man.” My father, Gabe Milanese Sr., was one of the first “Tin Men” and started his company, Milanese Aluminum, in 1957. Our company was the first to offer exterior remodeling products made of the then considered “space-age” metal, aluminum, to commercial and residential property owners in Chester County, Pa. […]