I am proud to say that I have grown up in the door and window business. And as a result, during my nearly 30 years in the industry, I have seen a great deal of evolution. I have met and worked with some unique and terrific entrepreneurs – both in manufacturing capacities and from the dealer segment of the industry. Thirty years is a long time; the Internet and email were just in their infancies when I first started, and I’ve watched that technology mature throughout the years.

Now, between manufacturing consolidations, mega dealers evolving and technology driving industry growth, the door and window industry has “grown up” significantly. Some of us look to the past and say “back in the day,” while others look forward, seeking out more future innovations to assist in growth.

Whether you are a yester-year type, or a futuristic person, the sales process is still very similar today to what it was 30 years ago. The selling system is still in place and, perhaps more importantly, the communication between salespeople and customers is still what determines whether customers purchase or not.

But I think that all of the latest advancements in technology – including emails, text messages, etc. – begs the question: Has communication changed for the better, or are we slowly losing our ability to communicate effectively face to face? When there is a challenge, is it “easier” to address it in an email, versus talking face to face? (And, is easier always better?)

For myself, I am somewhat caught in the middle. I enjoy technology and all the benefits it brings. But I also draw on my experience to effectively assist in sales growth. In my case, it isn’t necessarily one or the other, it is more of a blend between the two. It’s great to leverage technology, but, in my opinion, face-to-face communication is still the best – and is vitally important to closing sales.

We all know that change is a constant. Whether you want to embrace it, or fight it, ultimately it remains undefeated. And to that I say: Challenge yourself to make your own changes. Blaze your own trail by leveraging your own experiences.

Great selling!

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