Latest Articles in THE TALK...

  • An objection is a buying signal. It’s an indication that the client is interested in purchasing something—and likely from you—as soon as the discrepancy between your offer and their purchasing conditions is rectified. An objection is an opening for further discovery, further information and a more refined solution. Though, this interpretation is polar opposite of how most... more »
  • Many are familiar with the Magnuson-Moss Warranty Act: federal laws governing warranties for consumer products which can apply to certain types of window product sales. An important amendment to the MMWA is being implemented by the Federal Trade Commission—the E-Warranty Act. This update provides manufacturers with the option to provide the warranty by directing consumers to a website for... more »
  • When customers are deciding between window dealers for a replacement or upgrade, some key factors include which financing options are available and who has the best terms. As Eric Peabody, VP of sales and marketing at Window World puts it, “Consumers expect financing as a part of their due diligence. If you don’t have it, you’re putting yourself at a great disadvantage.”... more »
  • Editor’s Note: New from WDweekly is our revamped industry poll question. Each month, we’ll feature a new poll question or series of questions related to what’s going on in the industry, what’s coming up in the magazine or topics you tell us you want to know about. Plus, post your comments on the subject at hand on the monthly poll page and your thoughts may be... more »
  • Salesperson “A” has many opportunities, and he seems to be able to move through the sales process effortlessly and simultaneously. On paper he doesn’t appear to be any more talented or intelligent than any of his peers, but he closes more deals than his peers. Salesperson “B” is full of confidence and charisma and people naturally like him. He knows and understands... more »
  • Editor’s Note: This is part one in a two-part series about credit options for buyers. Next week will examine how prime and second-look financing can work together. When a window breaks, homeowners typically need to get a replacement quickly. Unfortunately, many families don’t have the money lying around to make such a big-ticket purchase when a window emergency arises. To make matters... more »
  • What’s Really Driving Vinyl Market Dominance?
    Some interesting news hit since the time I wrote my last Talk on windowanddoor.com: President Donald Trump released his proposed 2018 federal budget, and among some of the cuts was the proposed elimination of the Energy Star program. Putting politics aside, the budget was, of course, simply a draft, and is subject to much change before it resembles anything close to law. It also isn’t... more »
  • In some ways, business in today’s digital age isn’t that different than it was in the analog age. Think of a brick-and-mortar retailer—part of the goal for such a business is to simply get people in the door; the other part is to get them to buy something. In the online space, “getting them in the door” is traffic; “getting them to buy” is conversion. The... more »
  • In some ways, business in today’s digital age isn’t that different than it was in the analog age. Think of a brick-and-mortar retailer—part of the goal for such a business is to simply get people in the door; the other part is to get them to buy something. In the online space, “getting them in the door” is traffic; “getting them to buy” is conversion. The... more »
  • See the new format for our reader polls
    Editor’s Note: New from WDweekly is our revamped industry poll question. Each month, we’ll feature a new poll question or series of questions related to what’s going on in the industry, what’s coming up in the magazine or topics you tell us you want to know about. Plus, post your comments on the subject at hand on the monthly poll page and your thoughts may be included in... more »