Closing on the first visit is all about the preparation that goes into that call before you arrive. Grant Winstead offers reasons why sales reps should do everything they can to try to get that job on the first call.
If you asked a hundred people to think of a single word they associate with “salesman,” how many would say honesty? How many would say integrity? Mike Damora tells why it's important to defy the stereotype and really build trust.
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Advice on how to engage your prospect during the sales call and make your presentation memorable. Memorable enough to win you the sale.
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Mike Damora offers tips to help you in your efforts to create an ever-widening online footprint for your company — and paying customers to write online reviews and testimonials is not one of them.
Hanley Wood LLC, the premier media, event, information and strategic marketing services company serving the construction industry and the U.S. Green Building Council (USGBC) announced today a strategic partnership whereby Hanley Wood has acquired the Greenbuild International Conference and Expo.
New digital trends emerge almost daily. They come and they go, but there is one that has staying power and generates tangible lead results: it's mobile. Is your company ready to take its advertising mobile?
Know everything about the product you're selling, so you can gain homeowner confidence and move forward with the sale.
Are you considering getting away from using canvassing? Despite the difficulties of canvassing, Mike Damora thinks it has its merits.
To stay relevant in a digital world, you have to maintain your company's online presence. Here's how.
Punctuality and professionalism will stand you in good stead if you're calling on the same show prospect that several of your competitors are also seeing.
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Small business is so competitive these days that it's common for a competitor to undercut your prices. You can get frustrated, but you also can fight back. Here are some ways to overcome pesky, lower-priced competitors.
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A well-managed, responsive supplier is worth a lot. Exactly how much? You need to find out for yourself
Public events are a great place to find prospects. You'll convert many more of them to appointments when your presence fits in with the theme of the event.
When homeowners cancel a home improvement sale, it's often because they have an unstated objection that was never uncovered or addressed by the salesperson.
Prospects may see themselves as far from ready to buy. Time for you to turn on the light.
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If you want to grow your business, you will most likely need a loan or a line of credit to do so. A good business credit score goes a long way in making that loan application a success. Here are a few tips you may want to follow when building up that business credit.
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The ability to change and adapt is key to the survival of many small businesses and it almost always involves going outside of your comfort zone. Here are some ways to set your company on a new course and accelerate growth.
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All small-business owners want to make their customers happy all the time, but sometimes it just doesn't work out that way. Dealing with an unhappy or angry customer can be a great opportunity for you and your business to become better.
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With tax season almost upon us, many small-business owners are just beginning to fret about the new tax code changes passed by Congress on Jan. 1. While most of the bad has been highlighted (such as health care costs), there were also several expanded credits and deductions added into the...
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Walter Stoeppelwerth, a giant in the remodeling industry, died Feb. 18 in Ocean Grove, N.J. Not only was he president of HomeTech in Bethesda, Md., for more than 30 years, and a former columnist for REMODELING magazine, he was a mentor to home improvement contractors nationwide. You can pay tribute...