Why Electronic Ordering from Design Always Fails

I think I’ve finally come to the realization that the Cabinet Industry is just as bass-ackwards as trying to get dealers and remodelers to order electronically through design.

The Truth About Advertising Effectiveness

Less than 6% of the sales revenue came in from these sources. They are the worst performing ways to advertise for dealers. They are also the most expensive.

Knowing How to Ask for the Order

We get a lot of questions from designers on how you are supposed to ask for the order. Here’s what you should know…

Cabinet Industry’s Most Wanted List

Close, Close, close that deal. Ask for the order. You have to be aggressive in this market. You can’t take no for an answer! Sound familiar?

Battle of the Perspectives

Here’s an actual excerpt from one of our 4M Kitchen Sales Process training courses and and excerpt from a recorded interview with a natural…

Designers are Salespeople too

If I had a nickel for the number of times I’ve heard designers distinguish themselves as being different than salespeople…

Discounts Don’t Have to be Concessions

How many times has your so called “discount” actually been more of a “concession”? Do you really believe the price you are asking is fair and reasonable?

What is a Reasonable Discount?

If the prospect backs down on any of these things you ask for, then they’ll understand why that discount they are asking for isn’t reasonable.

Discounting is More Language Than Amount

If the prospect is still unsure about things like your service, delivery, quality of the product, etc., it’s best to resolve those before talking about a discount.

Bonus to Close vs. Discount

If your sales commission structure doesn’t encourage behavior like this, it’s time to rethink your plan…