Tag Archives: direct sales

What is a Salesperson?

A salesperson is often a pin on a map or a name on a monthly report to the sales manager, an enigma to non-salespeople, a bookkeeping item called ?cost-of-selling? to the accountant, a smile and a wisecrack to a receptionist, … Continue reading

Recover Your Cancellations

Let me start this posting with a powerful statement: “A well-defined cancel/save procedure can recover 25 to 30% of rescinded contracts.” In one of my last columns I wrote that rescission is a malfunction of the sales process. A canceled … Continue reading

More Q&A from our Virtual Sales Meeting

Questions keep coming in regarding our first ever virtual sales meeting that had over 900 attendees. As always we will attempt to address as many of them as possible in this forum: Q: What is a realistic closing percentage on … Continue reading

Q&A from our Virtual Sales Meeting

Our first ever virtual sales meeting was a rousing success. There were over 1000 companies on the line for this 90 minute event that featured renowned sales trainer Brian Smith. Over the course of the program we addressed numerous topics … Continue reading

Thinking Outside the Box: The Role of Today’s Sales Manager

One of the most vital positions within the home improvement company is also ironically titled, because the role of the Sales Manager should be to manage people (not sales). An effective Sales Manager should conduct interviews, evaluate personnel, hire and … Continue reading

How the EPOD Theory Will Lead to Presentation Success

Review the following treatise, and think about how it can be applied to the science of in home selling… What makes a speech or a presentation powerful, memorable and exciting? Certainly preparation plays a major role, as does setting and … Continue reading

More Q&A from our Last Two Webinars

We will now address further questions that we received from our latest home improvement webinar. Make sure that you do not miss our previous blog posting on this topic. Q: Do you believe we should be prepared with some sort … Continue reading

Q&A from our Last Two Webinars

We recently wrapped up our final in home sales webinar of 2012, and we received an abundance of questions from the registrants. As promised we are going to post some of them here. Q: We only sell metal roofs?why would … Continue reading