Harnessing Rep Power
by Buzz Delano,
10.14.2008
"The best reps know what their CUSTOMERS EXPECT and because of this, can afford to take the time to work on their business" More...
Luxury is Always in Style
by Buzz Delano,
7.01.2008
Creating a memorable experience for a client is an awesome
accomplishment whether its through individual efforts or the outcome
of many people in a business. Thats what I think of when I say luxury
sale. A memorable experience is, More...
Working with Inspiration
by Buzz Delano,
4.01.2008
Selling inspires. It inspires sales people who revel in the close and
take satisfaction in fulfilling the needs of their customer. It
inspires the customer who has a desire for something to seek it, engage
in the cat-and-mouse More...
The Art of the Close
by Buzz Delano,
1.03.2008
Happy New Year. Now, its time for a selling skills review for you and your employees. Surely business isnt as good as you would like, right? Not every prospect has been closed, have they? Now is an excellent time to re-visit the More...
Thinking Things Through
by Buzz Delano,
10.26.2007
Just where did the phrase "off the top of my head" come from? Essentially it refers to "quick and approximate answers." It comes from instinct, not strategic thinking. I'm all for gut responses at certain times but it's pretty More...
When Name Calling Matters
by Buzz Delano,
8.28.2007
A couple of years ago, a young lady speaking at the annual CEDIA Management Conference began her presentation by running through the complete list of "names you call yourselves" to describe what CI businesses do. Custom More...
Pattern Masters
by Buzz Delano,
7.09.2007
Sometimes its luck that gets you a sale. But alas, even those of you deserving electronic system contractors who are working your bumpers off, cannot rely on luck alone. Sales PatternsPerseverance, networking, and turning up More...
The Actual Cost of Sales
by Andrew Ard,
6.07.2007
Several years ago, leaders from the professional sales rep association, IPRO, presented a class at CEDIA EXPO titled, How to Get More From Manufacturer Representatives. The idea was to help custom integrators benefit from greater More...
With Your Staff, Sharing is Caring
by Buzz Delano,
5.07.2007
The next time you are working at your desk and all of your employees
are in-house, take a long and introspective look around you. Take in
what these folks mean to you. Then think about what you mean to them.
Some might call this More...
Persist Without Exception
by Buzz Delano,
3.13.2007
For those of you who attended the CEDIA Management Conference last month, this will be a good refresher, a reminder, and perhaps a nudge that you too need to do something with what you learned there. If you did not attend, you More...
No Crutches In Sales
by Buzz Delano,
1.17.2007
It is time for each of us to stop citing uncontrollable conditions as reasons for our sales challenges. No more excuses. Its time to get off your crutch. Whether you are selling for an integrator, retailer, distributor, More...
Selling the Upscale Experience11.30.2006
Almost a year ago this column featured the topic of business plan fitness. I offered advice on planning well and being ready and nimble to run your business effectively so you could focus more on selling.How did you do? Did you do More...
Custom Comfort9.20.2006
Selling takes confidence, knowledge, and listening. And it takes putting your customers at ease by showing them that you are completely interested in addressing their needs and concerns. Of course, you want to be sure you are More...
Whats Your Market?
by Andrew Ard,
8.23.2006
So, lets say youre ready for a race where the starting gun never fires? Or, what if youre in training for a track meet, you show up for the event and find the race is actually in cross-country skiing?The fly-on-the-wall More...
Summer Plans
by Buzz Delano,
7.31.2006
Well folks, it is July and summertime everywhere. While I have been having fun, I have also been thinking about the sales that residential electronics system contractors make. Always be selling, as someone once told me. Think More...