Negotiating Tips Outside Salespeople Need to Know
It is extremely rare to find a market in which homebuilders don’t make some attempt to persuade salespeople to lower the prices. It is...
Eight ways to boost your company’s gross margin
Gross margin has more to do with the attitude of a company’s managers and salespeople than it has to do with buying better.When it...
Do What You Do Best and Delegate the Rest
Business owners and managers alike are busier than ever these days. As their businesses grow and become more complex, they find that they don’t...
Managers Get the Behavior They Hire
There has been a lot of talk in the media about how differently management must treat the millennials in the work force; that is,...
Answer These Four Questions to Close Business Faster
Each time a salesperson makes prospect calls, the prospects are either consciously or subconsciously asking themselves four questions. If you can answer each of...
Working Hard Is Not Enough; Managers Must Make Things Happen
One of the mistakes I believe we make in the building supply industry is failing to spend enough time outside our industry looking at...
What Size Raise Will You Earn This Year?
From a personal income perspective, the last two weeks of December were extremely important to me. The reason is because it is during these...
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...