Make A Friend And A Sale

This week’s reminder is for all the managers in our member firms. Whether your title includes the terms: general, sales, service, installation or office; please hear me out. If you are not growing as a person and a leader, how can you expect those who report to you to do otherwise? It’s very likely those…

They say that champions don’t do 1 thing 100% better…. They do 100 things 1% better than their competition. In the first of this 1 minute video series, Tom asks you to take an objective look at your firm’s sales staff. Click here to watch…

As a leader in your organization, I am sure that many days it seems as if problem solving is your primary task. When employees are faced with questions they don’t know the answer to, they come to you hoping you will either solve the problem for them or tell them how to solve it themselves….

One of the best parts of my job is having the opportunity to see many different places and meet many interesting people. One of the realities of my job is that I must endure the rigors of travel in order to do so. Along this path, I witness a variety of attitudes that are allowed…

We have all heard that we need to make a connection with those who we have just met and to whom we would eventually like to sell something. My experience is that only a small minority of sales people have learned this important technique. I don’t think that it is a coincidence that these few…

You have interviewed a number of candidates for a job at your store and want to offer one of them a position. To ensure that you offer a salary that will be attractive to the applicant, you ask, “What are you making at your current job?” Or maybe you ask for the applicant’s salary history…