The Truth About Advertising Effectiveness
Less than 6% of the sales revenue came in from these sources. They are the worst performing ways to advertise for dealers. They are also the most expensive.
Knowing How to Ask for the Order
We get a lot of questions from designers on how you are supposed to ask for the order. Here’s what you should know…
Pull the Plug on Old Marketing Techniques
You are pushing unsolicited information down your prospects throats. No one likes that. Here’s some tips for smarter marketing.
What to Look for in Cabinet Tracking Software
Cabinet tracking software is hard to come by in the Cabinet Industry. Your typical accounting systems don’t handle it very well either.
You Can’t Hit the Ball by Watching the Scoreboard
One of the lessons we teach our kids early on is that “you can’t hit the ball if you are focusing on the scoreboard.”
Patience Isn’t Just a Virtue, It’s Required
Patience is not just a virtue, it’s actually a required skill naturals use to win $2M+ business each year.
Cabinet Industry’s Most Wanted List
Close, Close, close that deal. Ask for the order. You have to be aggressive in this market. You can’t take no for an answer! Sound familiar?
If Cash is King…
Owners and managers spend a lot of time trying to protect the King. It often starts with sales, making sure their staff is closing deals and getting good margins.
Why a Wedding is Like a Remodeling Project
Kitchen remodeling is somewhat similar to planning a wedding. There are so many things to do for each, and it can be completely overwhelming at first…
Battle of the Perspectives
Here’s an actual excerpt from one of our 4M Kitchen Sales Process training courses and and excerpt from a recorded interview with a natural…
Why Design Fees are Like Dinosaurs
Some people use design fees effectively, but from what I’ve seen that is more the exception than the rule.
Designers are Salespeople too
If I had a nickel for the number of times I’ve heard designers distinguish themselves as being different than salespeople…
Discounts Don’t Have to be Concessions
How many times has your so called “discount” actually been more of a “concession”? Do you really believe the price you are asking is fair and reasonable?
What is a Reasonable Discount?
If the prospect backs down on any of these things you ask for, then they’ll understand why that discount they are asking for isn’t reasonable.
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.
Bonus to Close vs. Discount
If your sales commission structure doesn’t encourage behavior like this, it’s time to rethink your plan…
Poker and The Dealer’s Voice
We equip dealers with enough best practices that they can play their hands like they have pocket aces…
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…
Another Crazy Day in The Cabinet Industry
So, a Squarespace designer saw our trial account, didn’t realize we were her customer and assumed we were up to no good.
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.
Getting Back into the Groove of Selling
The prospect could tell something was wrong and started to reconsider. What happened?
It’s Time for Your Salespeople to Stop Dribbling Footballs
Asking a salesperson to deliver more revenue in this market is sometimes like asking them to dribble a football.
Size Really Does Matter…At Least for Your Market
Dealers felt like they were happy little fish swimming around in a huge tank and now mysteriously find themselves in a small tank with way too many other fish fighting to survive.
