We’re constantly hearing false stories about the work we do and the products we produce. But interestingly, and perhaps optimistically, it typically takes just one good chat to help a dissenter understand that those of us in the forest products industry rely on the renewability of our product, the accessibility of clean fuel, and the protection of our forests. Two NAWLA member companies are making purposeful, tangible strides toward environmental stewardship—by making smart business decisions.
Listening is the secret weapon of sales. “If you listen to the customer, they will tell you how to sell them” is a sales adage I never believed until I started listening with rapt attention to customers.
World Millwork Alliance is partnering with Keystone Certifications to introduce a new product certification program.
Whether we have the lowest price or the highest price, customers will tell us we are too high. This is a truth Master Sellers know. When we are new, it feels like we are too high every time we quote. Often, we are selling people who have more experience in the business than we do.
According to a recent study, just over half of DIYers and most Pros spent some time researching pressure treated wood prior to purchase. Knowing that consumers are seeking knowledge, dealers and retailers have the unique opportunity to aid in the consumer education by recommending the right material for the job.
Let me address the cold calling objection. I teach my clients to call customers and prospects who they already know. You should know these people, and they should know you. As one client put it recently, these are “friendlies.” They know your work and value. And, listen to me carefully on this: there are hundreds of them. Maybe more.