Upselling and Cross-Selling

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Delay Flood Insurance Hikes? Not So Fast, Coalition of Insurers and Green Groups Says

The Senate should reject proposals to delay massive rate hikes and other changes to the National Flood Insurance Program and instead take other steps to limit sky-high increases in their premiums, a coalition of environmental groups, insurers, and other organizations recommends. More

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The Leads Are Out There, Just Shift Your Sales Perspective to Get Them

Find the similarities, but appreciate the differences when selling to different cultures. The leads that others donít pursue can be yours. More

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Growing Entry Door Market Embraces Sophisticated Products

Window and door companies find that todayís entry doors are a natural add-on to window sales. More

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Homeowners Prove Increasingly Resistant to One-Call Selling

A straight-up sales approach has its advantages.†Skip the stress and uncertainty of one-call selling by switching to a two-step system. More

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To Beat the Competition, First Get to Know Them

Assessing competitors should be a regular, ongoing part of your business strategy. Here's why: Most businesses were built around a niche or advantage that the company founder perceived as missing from the marketplace, but you should never assume that your competitive advantages will be there forever. More

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Seller's Market: In the Hiring Race, Today's Sales Candidates Are in the Driver's Seat

Home improvement companies grow by adding salespeople. And, given many companies' high salesforce turnover rate,†the search for sales reps is intensifying.†Hereís what you need to know in today's hiring race. More

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A Questionnaire to Help Remodelers Screen Sales Candidates

RSU Contractors uses this questionnaire to help determine whether a sales candidate is viable. More

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Why Equity Is Key for Growing Your Business

Getting the right employees in place can help you sell more and, as a result, build equity in your business so your company can continue to grow. More

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Maybe It's Time for More Regulation and Disclosure Requirements

Branding schemes disguise poor quality products. Wouldn't product origin disclosure be better for consumers -- and for professional remodelers? More

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Taking the Consultative Approach to Sales

Mike Damora doesn't sell jobs on the first visit. But he does successfully sell them--often upselling in the process. Find out how his consultative approach to selling can help you close far more business. More

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