It’s so easy to compare prices on the Internet. Virtually everything from fast food to fast cars can be price-checked on a smartphone. Everything, except…
Milanese Remodeling
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Present a Contract and Be Quiet!
If you've been following my latest sales series here at DWM, you know we began with when to be quiet, when to ask a good…
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Be the Expert and Speak Up!
Sales can be a lonely business. Only other sales professionals truly understand the HUGE ups and downs of this occupation. It can be cathartic to…
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Ask a “Good” Question and Be Quiet!
Successful salespeople ask prospects “good” questions to move the sales conversion process along. When our prospect answers a "good" question, they give us clues to…
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Shut Up and Listen!
The Italian way to say “be quiet” is “statte zitto.” In a home including one daughter and five sons, each born a year or so…
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E-A-G-L-E-S … Eagles!
The last time the Philadelphia Eagles won an NFL championship was December 26, 1960. I was born two weeks later – an Eagles fan. Please…
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Top 5 Reasons to Replace Doors, Windows and Siding Together
Sometimes, our clients ask, “Which should I replace first? My doors and windows, or my siding?” The truth is, the best way to go about the…
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Salesperson Obedience School Lesson No. 2: Be a Dog Whisperer!
Over the last 35 years, I’ve perfected a way to make my prospect’s dog MY new best friend within 60 seconds of knocking on the…
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Salesperson Obedience School Lesson No. 1: Sell to Man’s Best Friend
In my last blog post, I explained why the door and window salesperson must “sell” the dog to have a good closing percentage in households…
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Dog Days for In-Home Sales
The “dog days” of summer are over, but the “dog days” for door and window salespeople are just about to begin. That’s because fall is…