Always Get Something in Return for a Discount
Remember, the more of a discount a prospect asks for, the more you ask for in return.
Discounting is More Language Than Amount
If the prospect is still unsure about things like your service, delivery, quality of the product, etc., it’s best to resolve those before talking about a discount.
Avoiding the Nibble on Your Next Deal
You somehow inadvertently signaled to the prospect that they left money on the table.
Sometimes Sales is a Pain in the…
How do you find out what is motivating a prospect? It’s pretty easy – ask them. My sales rhythm is to ask prospects a big, ambiguous question…
The Last Look-Close Your Deal Before the Competition
I should have known it was too good to be true. They seemed so taken with my product and company, I almost felt flattered.
Why Designers Love Their Work, Yet Hate Their Income Level
Why aren’t kitchen designers treated with the same respect and professionalism as other professions?
For Dealers, Breakin up is Hard to Do
Over the years, we’ve worked with hundreds of dealers. We find it interesting to track the reasons why dealers switch lines. It’s not a comprehensive study by any stretch of the imagination, but it is very telling.
What Do You Do When the Market Hands You Lemons?
Very rarely do I get a closing rate percentage that is actually based on solid measurement. And that’s a problem. A very big problem, actually.
Catfish, Darwinism, and Cabinet Dealer
What can catfish teach cabinet dealers about today’s economy? A lot! These fish frequently deal with droughts and have two survival strategies that are perfect models.
You Had My Kitchen Sale at Hello…Or Did You?
You know the scenerio…a person walks into your showroom trying to look invisible and doing their best to avoid contact with anyone. What do you do?
Attitudes are Contagious…Is Yours Worth Catching?
Doom and gloom doesn’t really inspire confidence now does it? So if you are feeling down, but your sales need to go up, what are you to do?
Out With the Old Reps, In With the New
In this industry, Manufacturer reps have historically been solely focused on selling their product line.
Pay Me Now or Pay Me Later – Just Pay Me
You get paid, but it’s just a little late and getting later with each new house. It seems like a difficult topic and you need the business- so why say anything?
You’re Unique – Just Like Everyone Else
“Why should I buy from you?” said the prospect to the anxious salesperson. There was an awkward silence, and then the salesperson responded with a lot of conversation…
Don’t Sell the Steak, Sell the Sizzle
I love my job! Every day successful cabinet dealers share with me how they accomplish their impressive results and I get to share this knowledge with you. Recently I’ve been curious about the most cost effective manner of generating new leads and I’ve been surprised...
Selling is More Than Just a Pretty Picture
Those salespeople who struggle in this business make three common mistakes and those who succeed commonly use two unusual sales techniques.
A Manufacturer SPIF Rant
It’s a funny thing really, having your manufacturer offer financial incentives directly to your salesreps so they will sell their products.
A Sales Process Rant
If anyone can start anywhere in a circle which can run forwards or backwards, how in the hell will you analyze if your sales process is working?
Organizing Salespeople for Success
The best salespeople sell up to $4 Million per year; while the poorer performers might only sell $200,000.
Double Sales and Triple Profits
In an industry that has been hit with a new housing slow down, cabinet dealers and remodelers who keep doing business the way they’ve always done it face hardship.
5 Keys to Getting and Keeping Builder Accounts
Builder business is high volume, highly repeatable and very maintainable if done correctly.
