Features
Capitalizing on the ‘Magnetic Middle’ To Find Where Clients Will Spend Money
“When I grow up, I want to be incredibly average!”
Dave Chace
Archive
Simple Rules to Leave a Lasting Impression with Clients
It’s the little things that count. You take pride in the quality of workmanship you bring to the systems you design and install. However,...
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Proper Communication Can Mean the Difference Between Dollars and Duds for Your Business
Your business requires face-to-face communication with clients on a constant basis.
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Addressing Employee Behavior Problems Before They Get Worse
The perfect employee is hard to come by.
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Four Steps to Help You Teach Any New Skill to Your Team
Have you ever noticed how beautiful a soft serve ice cream cone looks when created properly?
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Easing Your Client’s Pain
Thank God for DVRs. Not only can we store all our favorite programs and view them at our convenience, but we can also skip...
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Overcoming Objections
September means that CEDIA EXPO is upon us, and many of you are attending the show to see what exciting new products are available...
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Closing the Sale
Ask any custom integrator what they love about their job and chances are, “I love asking customers for money” won’t top their list.
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First Impressions Actually Matter
Recently, my wife and I decided to do some home remodeling, so I set out on a search for a reputable, qualified contractor to...
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The Big Owe
Tradeshows like this month’s Consumer Electronics Show are a little bit like Halloween.
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Selling the Fear of Loss
There’s a popular quote that states, “Happiness is not having what you want, but wanting what you have.”
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Is It Training Or Torture?
If you’re attending this month’s CEDIA EXPO, then there is a good chance you’re planning on attending some of the many training sessions offered...
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Building Bridges
How many times have you heard a sales “expert” tell you that the key to success is building a great relationship with the customer?
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Sales Prevention
The economy is showing some signs of life, and as a result many of you may be seeing a surge in clientele.
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Showing the Shark
If you have seen the movie Jaws, then you understand the power of anticipation.
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Quizzing Your Clients
Consulting with prospective clients obviously involves asking lots of questions.
Archive
The 5th Grade Rule
Like most technology-oriented industries, ours is saturated with language and terminology that is pretty unintelligible to the outside world. The problem is that...