Latest Articles in Sales & Marketing

  • 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 »
  • If ever there were a time when people felt they were running out of luck, this is it. The financial crisis of today has left a lot of people feeling scared and victimized. The good news is that the economic sun will rise again and life will be eventually easier. In the meantime, stop feeling victimized and create your own luck. Seneca, the great Roman philosopher noted 2,000 years ago, “... more »
  • Timing is an issue of critical importance in the sales process. A sales leader focuses on the right benefits and uses literature and samples very differently during various phases of the sales process. Early in the process, you should use literature and samples to highlight issues related to quality, design, and product selection. Later, you should select sales tools that educate the customer on... more »
  • Today, more than ever, your prospects are extremely busy and their time is at a premium. Recognize that an in-person sales call, e-mail, or phone call is an interruption of their daily schedule. Learn to communicate with them in the way they want to be communicated to and you’ll gain more permission to continue those relationships. This week’s tip comes from Rick Davis, president of... more »
  • Complaining isn't productive; developing market knowledge and real strategies is
    Heroes are not made when life is easy. That's a philosophy window and door sales professionals facing today's difficult economic conditions should remember. It's easy to see doom and gloom in every aspect of the housing industry these days. Rising above challenging experiences, however, makes leaders. The current downturn in the economy provides sales people an ideal opportunity to earn... more »
  • The toughest phone call or e-mail is the first one. Stop procrastinating. There is only one way to begin a new relationship with a customer and that is by talking to them. Confucius said that a thousand-mile journey begins with a single step. Pick up the phone, type that e-mail and make contact! This week’s tip comes from Rick Davis, president of Building Leaders, Inc. and author of the... more »
  • Don’t assume your customers are all alike. You cannot truly help your customers until you understand their business models. Instead of selling the features and benefits of your product, ask questions and listen to discover ways your customer faces their competitive challenges. You will then distinguish yourself as a resource who can help them increase profits through better salesmanship.... more »
  • If you have taken time to prepare a presentation in chapters (like the sections of a well-organized book), your delivery will flow smoothly. You will no longer be thinking. You will deliver a heartfelt presentation at a level of unconscious competence. This week’s tip comes from Rick Davis, president of Building Leaders, Inc. and author of the book, Strategic Sales in the Building Industry... more »
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    Baltimore—While many remodelers and replacement dealers are struggling in the current economic environment, some are growing. In conjunction with last week’s Remodeling Show here, Ply Gem Windows brought together a panel of Great Lakes window dealers that continue to see their sales increasing to share some of their keys to success. “We decided we were not going to participate... more »