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  • 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 »
  • ODL ODL Inc has promoted Jeff Mulder to corporate president and chief operating officer. Mulder has been with ODL for 16 years and has held management positions in several different areas of the company. Mulder previously served as president of the doorglass division in addition to being an active member of ODL's Board of Directors. The company was originally founded in 1945 by Mulder's... more »
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    Housing downturn expected to dampen turn-out for annual NAHB event
    After an extended stay in Orlando, the International Builders’ Show is moving back to Las Vegas this year, when the National Association of Home Builders' annual show opens from January 20 to 23. And while a fresh location often translates into a bigger and busier event, continued declines in the housing market appear to be preventing any sort of bounce this year. Despite the... more »
  • The Republic factory sit-in is “the start of a movement,” Rep. Jan Schakowsky, an Illinois Democrat, told the Associated Press, adding "This story has resonated around the world." Even President-elect Obama weighed in on the situation. In covering the window and door business for 25 years, I’ve never seen an industry-related story attract so much national media... 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 »
  • It’s nice to see positive numbers for a change. That was my reaction when I saw the Freedonia Group predicting an average annual growth rate of 2.8% for window and door demand in its latest market study. Predictions for an annual average 2.8% growth rate through 2012... Sound reasonable Sound too optimistic Sound too pessimistic If poll form doesn't work... more »
  • Ladies and gentlemen, this is my favorite holiday of the year. And no, I'm not talking turkey and football and pies. I'm talking shopping—it's almost Black Friday! Hey, I'm as thankful as the next person, but my female family members and I have made an even better holiday tradition than calorie consumption out of getting up at wickedly early hours and rushing off to stand in line at some... 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 »
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    Boston—While other trade shows may be struggling, the Greenbuild International Conference & Expo held here last week was bursting at the seams. With over 25,000 attendees crowding the aisles of the Boston Convention and Exhibition Center, the show, organized by the U.S. Green Building Council, provided evidence that demand for green is “real,” as one window manufacturer... 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 »