Sales

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  • Redesigned Bath
    Redesigned Bath

    Because the project was located in an apartment building, we had to investigate what, if any, plumbing could be relocated.

    Article • March 18th, 2008

  • Going Above and Beyond

    I want to show you how to turn ordinary business relationships into extraordinary ones.

    Article • March 18th, 2008

  • Multiply Your Prospects
    Multiply Your Prospects

    How mining your customer base, getting referrals and boosting your service will increase your top and bottom lines.

    Article • February 18th, 2008

  • Independent Reps’ Event Provides Benefits

    The SHARK! BREAKFAST at K/BIS is the top place for reps and manufacturers to network.

    Article • February 8th, 2008

  • Practice Remains an Important Part of Training

    When it comes to improving your sales skills, practice is an essential part of the process.

    Article • January 11th, 2008

  • I Don’t Do Competitive Bids

    Competitive bidding is not good for business. Besides the time spent doing an estimate for a job you may not get, there is an additional element that most homeowners are not aware of.

    Article • August 20th, 2007

  • They Don’t Think About Buying From You

    Sometimes the real objection is several layers deeper. That’s where you’ll find the one core concern.

    Article • July 17th, 2007

  • The Value of a Marketing Pipeline

    If your sales leads are decreasing, it’s more important than ever to develop an effective marketing pipeline.

    Article • June 12th, 2007

  • Addressing Your Competition: It’s Not Who You Think

    We spend a lot of time thinking about the competition. We want to know who they are and what are they doing. We want to review pricing for our products and services, and we want to know how we “stack up.” We don’t want to lose business to these...

    Article • April 12th, 2007

  • Believing is Seeing

    During the years I owned my remodeling business, I remember one experience I had which gave me a lesson I never forgot and subsequently changed the way I trained and coached people in the art of selling from that day on. I was in the process of...

    Article • April 12th, 2007

  • Opening Closed Doors

    You are ready for a spectacular year. You began reviewing the list of prospects who said “No” to you in the past, because you know that change occurs throughout the year. If your approach is merely to “touch base,” you have the same “plan...

    Article • February 7th, 2007

  • The Sales Presentation Paradox

    The information that a prospect wants to hear is not necessarily dependant upon the questions they ask, but more so on the questions that you ask.

    Article • November 1st, 2006

  • Don't Sell the Way you Buy

    I was concluding a keynote when someone raised their hand. “Keith that sounds too salesy. I could never do that with a prospect.” He was referring to the qualifying questions that I claimed will bring in more sales. “Sounds too salesy? To...

    Article • October 1st, 2006

  • Track & Qualify Your Calls & Leads

    You should spend more time qualifying your potential customer upfront.

    Article • February 1st, 2006

  • Facing Adversity
    Facing Adversity

    During a period of great success, Luke Secrest of Advanced Foundation Solutions went through some critical business problems.

    Article • January 1st, 2006

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