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April 1, 2009
Stop being a “salesperson” and start being a consultant. Let your client or customer talk … and really listen. Ask open-ended questions to find out the most you can about the purchaser’s desires and needs. This allows you to make strategic product recommendations. For example, if you’re selling windows, you should strive to become a “Window Professional...
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March 31, 2009
Next week is National Window Safety Week, April 5–11. Last week, we shared what Regency Windows, an Ohio window dealer is doing to communicate the message of window safety to its customers and community. This week, we share some more thoughts from Atrium Cos., which recently sent out an announcement about next week, and its education efforts to increase awareness of window...
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March 30, 2009
Align with dealers, distributors and manufacturers that have the financial standing to endure declining market conditions. To accomplish this, do your research. Local and regional companies may not have the same financial backing as national companies - especially those with diversified parent companies that have a proven history to withstand economic downturns.
Simonton Windows produces...
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March 25, 2009
“We want to remind everyone about window safety in the communities we serve during National Window Safety Week and throughout the year,” says Dave Gordon, president and CEO of Regency Windows Corp. The Ohio-based dealer recently sent out a press release that carries some important messages that others might want to share with their customers and communities as...
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March 18, 2009
Nominate your company and/or products for a 2009 Crystal Achievement Award. Presented by Window & Door, these prestigious awards recognize innovation in the fenestration industry. To be featured in the September 2009 issue, winners will be honored for outstanding achievement in window and door technology, manufacturing and marketing.
It's time to act now. The deadline for...
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March 11, 2009
Many in the industry are enthusiastically promoting the new tax credits available for energy efficient windows and doors. The following is a word of serious caution. It is undoubtedly a federal crime to make a misrepresentation which forms the basis of a homeowner claim for an unwarranted federal tax credit. Seller’s should be prepared to document communications as to what...
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March 3, 2009
Accept the outcome. A lost sale is not necessarily failure. Furthermore, a sale that is unprofitable is not a victory. Recognize that you will not win every battle and learn from your losses. While you may not win the battle, you will emerge victorious in the war.
This week’s tip comes from Rick Davis, president of Building Leaders, Inc. and author of the book, Strategic Sales in...
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February 20, 2009
Don't drive aimlessly around your territory without appointments. If you don't have a scheduled meeting in the field, then don't leave your office. Cold calls and casual visits should be fill-in activity that surrounds productive scheduled appointments.
This week’s tip comes from Rick Davis, president of Building Leaders, Inc. and author of the book, Strategic Sales in the Building...
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February 13, 2009
“Upgrading an interior feature window with millwork products creates a major focal aspect for a room,” says Tina Mealer, product manager at Fypon, a manufacturer of synthetic millwork products. “Using a combination of economical mouldings, pilasters and trim to highlight an interior window is a fast project with lots of payback.”
As part of a remodeling project in Ohio,...
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February 6, 2009
Many prospects are difficult to reach on the phone. Rather than persistently leave messages, try dropping a casual prospecting e-mail to prospects and clients. This affords you the opportunity to be precise with your message and your clients the chance to receive your message and answer at their convenience. In the modern world, you must adapt to a variety of conversation mediums. Strive to...
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February 13, 2009“Upgrading an interior feature window with millwork products creates a major focal aspect for a room,” says Tina Mealer, product manager at Fypon, a manufacturer of synthetic millwork products. “Using a combination of economical mouldings, pilasters and trim to highlight an interior window is a fast project with lots of payback.” As part of a remodeling project in Ohio,... more »