Latest Articles in Sales & Marketing

  • If you think you have done all you can to deal with the challenges of the current economic conditions, ask yourself if you have made an architectural sales call in the past few months. If your answer is no, then you are not taking advantage of very valuable opportunities in your market. There is no audience better suited to help a window and door salesperson during these times than an architect.... more »
  • Abe Lincoln said, "Given eight hours to cut a cord of wood, spend two of them sharpening your axe." Even in these challenging times, perhaps because of this challenging business environment, it is an opportune time to strategize for the future. Now is the time to amass an abundance of leads, thus providing you with knowledge and power in the market.   This week’s tip comes... more »
  • Carefully observe your behavior and customer responses. This is where the art and mastery of conquering objections begins. Repetition is the mother of learning and consistency in your responses creates reliable outcomes with your customers. As you try new responses, you will discover which are the most effective for various situations. Your observational abilities will create the skills you need... more »
  • Consider your options. There are numerous responses you can have to any given situation, including doing nothing. Whatever your choice, strive to recognize the emotional factors behind the customer’s objections. You cannot overcome emotional obstacles with logic. Emotion is an infinitely more powerful motivator than logic.   This week’s tip comes from Rick Davis, president of... more »
  • Listen carefully. It is essential that you understand the meaning behind the customer’s words or you may react foolishly to objections. Don’t interrupt. Ask prospects specifically what they mean by their comments to draw out deeper feelings and emotions. You often will discover that they resolve their own concerns without any effort on your part.     This week’s tip... more »
  • Understand what causes anxiety. Negative events are not the things that make you feel anxious, but it is instead your reaction to these negative events. It’s not the economy; it’s your reaction to it. You can choose to remain calm in the face of a storm. Train your mind to see what you can do to adapt to circumstances in life rather than try to change the circumstances.  ... more »
  • Keep positive words handy. Discover what thoughts and words calm you…and then read them regularly. For some people, it is contemplating the insignificance of a single person’s problems in a large universe. For many, it is faith in God. Some people find that poetry and philosophical words are the best. Unfortunately most people never stop to consider what positive thoughts will work... more »
  • The turbulent economic straits of today were not created overnight and no short-term solution will be forthcoming. You will only cause yourself personal anxiety if you follow the compelling urge to create instant sales solutions to long-term ills. Instead keep your mind focused on long-term goals and you will achieve better focus in the short-term.   This week’s tip comes from Rick... more »
  • Many salespeople take a cavalier approach to presentation planning, falsely assuming that their social gift of gab will naturally lead to outstanding business presentations. Yet a bad presentation can affect the future of you and your company, so make sure you take the time to refine your pitch.Take quiet time to brainstorm and discover every possible benefit provided by your products, your... more »
  • Choices in video advertising were once limited to broadcast or cable TV channels. Now, in addition, dealers can use the Web to showcase their video ads, whether it’s on their own site, or in tandem with search engine marketing and online yellow page ads that now offer the option of adding video to the mix. Dealers can now “multi-purpose” original 30-second spots in a variety of... more »