Sales & Margins

SALES & MARGINS: Show Prospects How You Can Make Them Money

SALES & MARGINSUsing referrals as evidence, get out of the pricing rat race by showing your prospects how they can make more money buying...

SALES & MARGINS: The Top Three Mistakes Managers Make

SALES & MARGINSWHEN I WROTE MY BOOK, 30 Ways Managers Shoot Themselves in the Foot, I chose for the first chapter the importance of...

How Accurate Are Your Sales Beliefs?

What you believe to be true about selling just might be dead wrong!I graduated from college with a degree in clinical psychology. In my...

10 Ways to Make the Best Sales Impression

When making your initial sales call on larger and more professional prospects—at least among the most successful contractor salespeople—cold calling has pretty much become...

Inventory Shrinkage: What to Look for to Minimize Your Store’s Losses

Inventory shrinkage is alive and well among building supply businesses. Inventory shrink can usually be traced to two primary factors: 1.) Too few systems...

What Kind of Sales Coach Are You?

What are you doing to make your telephone ring? This is one of my favorite questions to ask the owner or manager on the...

Raising the Bar on Personal and Company Performance

How many games must a major league pitcher win in order to be considered a cut above? What is the magic batting average a...

Don’t Underestimate the Power of Scripted Sales Statements

As you raved to a friend about the story line in a movie you just saw, did you think about how many times the...

Make a Plan then Make it Happen

“IT’S DIFFICULT TO HIT A TARGET YOU CANNOT SEE.”I first heard this statement from the late great Zig Ziglar, but it is equally applicable...

Are Higher Gross Margins in Your Company’s Future?

When I wrote my book, “Gross Margin,” I did a considerable amount of research to learn the gross margins achieved by retailers outside the...

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