Latest Articles in Sales & Marketing

  • 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... more »
  • This tool brings information to your fingertips. Search web sites to locate information about the market such as housing permits and lead resources. Some of our favorites include: The National Association of Home Builders—www.nahb.org Census Bureau—www.census.gov The Blue Book—www.thebluebook.com Then, visit company and competitors' web sites and anything you can Google to... more »
  • Don’t panic and accept any sale that comes your way. Instead, your proactive sales focus should target the specific audience that creates long term opportunities. Commercial sales, condo associations and one-time sales are valuable short term opportunities for those in the building industry. Concentrating on builders, subcontractors and re-sellers of your product will provide ongoing... more »
  • 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 »