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February 2, 2009
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...
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January 28, 2009
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...
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January 14, 2009
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...
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December 11, 2008
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...
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December 5, 2008
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...
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November 25, 2008
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...
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November 20, 2008
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.
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November 13, 2008
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...
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November 5, 2008
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...
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November 5, 2008
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...
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