Business Operations


Olsen on Sales: Sales Tones

WHAT WE SAY is important. There is a right time to ask questions, follow up questions and a right time to close. But more important than what we say is how we say it. We may say the coolest thing in the world, but if we sound nervous, too aggressive, or uncertain even if what we are saying is true, it will be difficult for our potential customers to believe and buy from us.

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Selling with Kahle: Is the Solution Them, Or Is It Me?

IN THIS RAPIDLY changing economy, everyone is looking for a simple fix for dealing with the uncertainty of our economic environment. It seems like few are happy with their situations. And all but a few point their fingers at the changing economy and vibrant competitive environment as the source of their dismay.

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Sell OSB by Application or as an Integrated System

ORIENTED STRAND board is versatile and can be utilized for all manner of functions in the inner workings of a building. But all OSB is not created equal. Some products available in the marketplace are engineered for their value-added qualities and dual functionality, which can make them more efficient and better suited for their jobs.

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Olsen on Sales: “Yes” or “No” vs. “I’ll let you know”

The number one fear of most salespeople is of being too pushy. This leads many salespeople to bend over backwards reducing their “sales calls” (if I could find bigger quotation marks, I’d use them) to a presentation of product while waiting for their potential customers to grant them something, whether it be an answer to a question, a returned phone call or maybe just maybe an order.

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