SALES & MARGINS: The Top Three Mistakes Managers Make
SALES & MARGINS
WHEN 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...
Telling Isn’t Selling: 5 Great Questions to Ask Prospects
The person who is in control of the sales interview is NOT the one doing most the talking, but the one asking the questions....