Upselling and Cross-Selling

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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 themóoften upselling in the process. Find out how his consultative approach to selling can help you close far more business. More

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Diversify Your Sales Team to Reach Diverse Prospect Pool

Cultural demographics have shifted and will continue to open up your prospect list. Set aside personal agendas, beliefs, and concerns and focus on those of the client to make headway, writes sales trainer Grant Winstead. More

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Liar Beware

You've probably heard the expression "buyers are liars," but maybe they act that way because they just don't know you. Get to know and compliment them if you really want to turn them into loyal, honest clients. More

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Angie's List Stuck in Red Ink for 2Q Despite Robust Member, Sales Gains

Angie's List Inc.'s net loss shrank to $14.3 million in the second quarter compared with a $23.4 million loss in the year-earlier period, in large part because the amount of money committed to by service providers rated on the site rose 63%, the company†reported†today. More

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Class Act: How Interactive Whiteboards Could Help Your Remodeling Business

Companies are discovering the virtues of interactive whiteboards, the popular classroom staple that has proven useful for sharing information and sparking ideas in business settings. More

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Creating a Strategic Plan for Aggressive Growth

Growth of 15% per year through 2018 requires a well-considered plan and employee involvement. Here's how Neal's Design Remodel intends to make it happen. More

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More Than Just Vinyl: Upsell the Insulation in Insulated Vinyl Siding

There are many reasons why insulated vinyl siding, a premium product, is an attractive upsell to consumers. Its actual insulating characteristics should be foremost among them. More

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Why Some Salespeople Outsell Others

It's not the personality; it's certain behaviors or practices that create the top performers in home improvement sales. More

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I Can(ít) Relate: An Interview With Colette Carlson

You wonít get far trying to sell to women and men the same way. Hereís why. More

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How To Read Your Sales Prospect Just By Looking Around

Get to know the house, and the neigborhood, if you want to get some idea of what your client thinks about buying a home improvement project. More

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