I don’t have time right now…
Professional salespeople are given one task in life: Sell their company’s products or services. They apply all their skills, education, experience and research… Read More
sales
Nobody buys signs— they buy solutions
A buyer’s concept is the belief of what your service or products will be able to do for them—not what it will do… Read More
Deliver on your promises
During every prospect or client sales opportunity, we make promises. It may be about a call back, future appointment, product delivery quality or… Read More
Nice sign, but what did it sell for?
Ever see a photo of a great-looking sign in Trade Secrets or SignCraft magazine and wonder what it would sell for? You’re not… Read More
Those who listen close the sale
Good listening pays off Really listening can: • Persuade, motivate, guide • Control a prospect’s purchasing efforts • Inflate the prospect’s pride •… Read More
Follow-up: David and Robin McDonald
Robin and David McDonald were first featured in the July/August 1993 issue of SignCraft. They opened Avila Sign & Design in 1985 with… Read More
How to save a sign sale
Closing a sale is easy when the customer seems positive, then says something like, “That sounds good…” after hearing the price. But what… Read More
Engage the client as a person, not a prospect
You just got off the phone with a friend, who told you that they happened to see a competitor’s crew, installing a large… Read More
Closing the sale
No matter what you sell, be it cigars, signs, water hoses or whatever, successful salespeople ask for the order. Sign makers are no… Read More
