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At Speonk Lumber's showroom in New York State, the sales pitch begins as soon as you approach the front door.
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Knowledge that you regard as irrelevant to your needs could be just what the client needs, and what clinches the sale.
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Inside and outside sales reps may require different skill sets, but both need lots of initial training to reach their potential.
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After years of striving to be both realistic and optimistic in the face of bad news, it's great to describe this year's ProSales 100 in happier terms.
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Raised-heel trusses provide a simple, cost-effective way to meet stricter energy-efficiency codes and standards.
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Asset-based loans can be a valuable lifeline to dealers in profit-challenged times.
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FBMA chairman George Fishtorn II shares some suggestions and advice on how to create the best opportunities to land the big sales. His tips include getting the customer in a relaxed setting, talking about things other than work, and keeping positive at all times.
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There's no such thing as a free lunch, even if you're the one serving it up. High fuel prices make the adage particularly apt for dealers who could use to lose free delivery charges. LBM exec. Don Magruder advises on the costs of staying with the status quo.
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Colorado's Front Range Lumber gave up valuable shelf space to create a display showing the proper ways to connect framing lumber.
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It might seem counterintuitive, but the best way to avoid sales crises and frenzied selling tomorrow is to do more prospecting today.
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Get maximum benefit from your first meeting with a prospective client by asking lots of questions and listening intently.
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Many of the stories in April's ProSales echo a similar theme: To succeed, you need to get close to your customers.
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Mastering the details matters if you want to avoid leaks when installing windows in homes with stucco walls. Here's a guide.
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Before you go out seeking cash, survey the capital landscape, Matt Ogden says.
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Consultant George Spilka advises that companies looking to sell in the next ten years should take advantage of current market stability
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10 reasons why LinkedIn is a great way to use social media as a sales tool.
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You can't succeed without a top-quality sales staff, Jim Sobeck argues. Here are his tips on how to find stars.
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Dealers today are exhausted but optimistic about future prospects. That's good, editor Craig Webb says, so long as they seek to avoid being one of the housing crash's last victims.
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Here's how to make sure concrete masonry block walls are insulated to meet stricter energy standards.
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An Ace Hardware store in North Carolina found a creative way to display its pro customers' business cards.