The Most Toxic Phrase in Customer Relations

The Most Toxic Phrase in Customer Relations

“That’s not my responsibility.”  It’s the worst phrase you, or any of your employees, can ever say to a customer. No matter what department you work in within your company, and no matter if the statement is true or not, you should never tell a customer...
Knowing How to Ask for the Order

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

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

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…

Bonus to Close vs. Discount

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

You’re Unique – Just Like Everyone Else

You’re Unique – Just Like Everyone Else

“Why should I buy from you?” said the prospect to the anxious salesperson. There was an awkward silence, and then the salesperson responded with a lot of conversation…

Selling Like a Fox

Selling Like a Fox

Do your salespeople know how to up-sell? The first step to successful cross and up-selling starts with listening to the customer.

A Sales Process Rant

A Sales Process Rant

If anyone can start anywhere in a circle which can run forwards or backwards, how in the hell will you analyze if your sales process is working?