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Close Call
Your time in the home is a unique opportunity. Use it wisely.
REPLACEMENT CONTRACTOR Magazine
(June 01, 2010)
It's the System
There are good reasons for having a selling system -- and sticking to it.
REPLACEMENT CONTRACTOR Magazine
(June 01, 2010)
Exclusively Yours
Where's the value in selling an exclusive product?
REPLACEMENT CONTRACTOR Magazine
(June 01, 2010)
Find the Pain
Should a needs assessment be part of your sales process?
REPLACEMENT CONTRACTOR Magazine
(February 05, 2010)
The Science of Selling
The truly effective salesperson knows that it's all about the customer.
REPLACEMENT CONTRACTOR Magazine
(February 05, 2010)
Refer or Recruit?
You need a new salesperson. Should you seek a referral or hire someone completely new to your salesforce?
REPLACEMENT CONTRACTOR Magazine
(February 05, 2010)
Asking Price
How many of your leads become presentations? Nudging that number up, even a little, can produce a big bump in sales.
REPLACEMENT CONTRACTOR Magazine
(February 05, 2010)
Tough Love
What makes a great sales manager? Depends on you, your company, and what your expectations are for your salespeople.
REPLACEMENT CONTRACTOR Magazine
(January 20, 2010)
Planning to Grow Your Company in 2010?
A new product could pull your sales up, or it could scatter your efforts in different directions with no net growth.
REPLACEMENT CONTRACTOR Magazine
(January 20, 2010)
Q&A With Vaughn McCourt of Penguin Windows
REPLACEMENT CONTRACTOR Magazine
(January 20, 2010)
Twice as Good?
Under what circumstances should you send two salespeople on the same appointment?
REPLACEMENT CONTRACTOR Magazine
(November 08, 2009)
The Real World
Sales success often requires doing what isn't easy or pleasant.
REPLACEMENT CONTRACTOR Magazine
(November 08, 2009)
The Better Deal
A down economy leaves some customers openly wondering, What can you do for us?
REPLACEMENT CONTRACTOR Magazine
(October 06, 2009)
It's Show Time
The quality and quantity of leads you get from events is in direct proportion to the planning and energy you put into your event marketing effort.
REPLACEMENT CONTRACTOR Magazine
(February 10, 2010)
Smaller Pie
Keeping salespeople motivated in a tough economy is no easy job.
REPLACEMENT CONTRACTOR Magazine
(November 08, 2009)
All the Right Moves
Self-confidence and the ability to listen are what will increase a salesperson's productivity, regardless of how many calls he or she makes.
REPLACEMENT CONTRACTOR Magazine
(February 01, 2009)
Watch Your Language
How you move, speak, and position yourself in relation to the customer can smooth the way to a sale or wreck all chances.
REPLACEMENT CONTRACTOR Magazine
(February 01, 2009)
Small is Large
Your company is selling smaller projects. How do you manage the expectations of your salesforce?
REPLACEMENT CONTRACTOR Magazine
(February 01, 2009)
Your Choice
You can sit around and wait for the economy to change. Or, you can change your company.
REPLACEMENT CONTRACTOR Magazine
(February 01, 2009)
Star Turn
Your high producer: dream come true, worst nightmare, or both.
REPLACEMENT CONTRACTOR Magazine
(February 01, 2009)
Silent Partner
During your presentation, keep the focus on both parties, or risk blowing the sale.
REPLACEMENT CONTRACTOR Magazine
(November 01, 2008)
Payback Time
Calculating the eventual return on investment in a new salesperson is no longer simple arithmetic.
REPLACEMENT CONTRACTOR Magazine
(November 01, 2008)
The Power of Positive
Negative news makes for negative emotions. Counter with positivity.
REPLACEMENT CONTRACTOR Magazine
(November 01, 2008)
Hold My Hand
Once a chore, companies are taking a fresh look at the way they handle unsold leads.
REPLACEMENT CONTRACTOR Magazine
(November 01, 2008)
Let's Be Direct
REPLACEMENT CONTRACTOR Magazine
(November 01, 2008)
Bad Habits
Sales shortcuts are among the unfortunate traits that some reps develop.
REPLACEMENT CONTRACTOR Magazine
(September 01, 2008)
Sell Solutions
You may know everything in the world about your product — and bore your prospect to sleep.
REPLACEMENT CONTRACTOR Magazine
(September 01, 2008)
Define and Sell
Nebulous leads may not be burning to buy, but they've identified themselves as wanting or needing the product.
REPLACEMENT CONTRACTOR Magazine
(September 01, 2008)
Sagging Sails
How to avoid sabotaging a salesperson's motivation.
REPLACEMENT CONTRACTOR Magazine
(September 01, 2008)
Shine On
Solar power offers a hedge against energy price increases.
REPLACEMENT CONTRACTOR Magazine
(September 01, 2008)
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