• Selling Value

    by Marsha Lindquist November 2005

    Salespeople are motivated to earn commissions. When they enter a sales situation, they naturally think of money, and they think the customer is thinking of money, too. Unfortunately, this money mind-set often causes the salesperson to drop prices just to make a sale, even when he or she doesn't really need to.

    When people buy things, they aren't necessarily making their purchases based on price, especially when making a decision on something they really care...

  • Can I Sell This Kind Of Pool

    by Kirstin Pires November 2005

    It started with cocooning in the '80s and shifted to sanctuary-building post-9/11, but whatever term you choose to describe it, the American love affair with home shows no signs of fading. People used to go out to see movies, go to the gym to exercise, to the Y for a swim and to a day spa for aquatherapy.

    Now all those diversions are available in the home. It's this trend toward keeping everything and everyone close to home that has spurred sales in...

  • Make The Most Of Change

    by Brian Tracy November 2005

    To deal with change, perhaps the most valuable quality you can develop is flexibility; forming the habit of remaining open-minded and adaptable to new information and circumstances. When things go wrong, as they sometimes will, instead of becoming upset or frustrated, practice looking into the change or reversal for the opportunity or benefit it might contain.

    Superior men and women are invariably those who remain calm and keep their wits about them in the...

  • Pool Sales The Wise Way, Part II

    by Merry Wise September 2005

    Successful sales start long before a customer ever enters your door. Last month, I discussed some of the specifics of successful swimming pool sales; among them the pre-sale, sales meetings and closing the deal. But the things you do every day to maintain your company's profile and reputation in your community are as important to making a sale as presenting a jaw-dropping proposal to a specific customer. Make sure you're nurturing your business every day and in every...

  • Outside Is The New Inside

    by Kirstin Pires September 2005

    It wasn't that long ago that a sofa on a porch was a sure sign that the neighborhood was heading downhill fast. But today, homes in some of the most upscale neighborhoods are not complete without plushly upholstered pieces adorning their outdoor spaces.

    At the intersection of housing trends, lifestyle changes and advanced fabric and finish technologies, you'll find...

  • Common Ground

    by Barrett Kilmer September 2005

    Whether you're a dealer in rural Arkansas or an aboveground hot spot like upstate New York, there are certain factors that affect a season's sales. Weather, of course, is chief among them, and that's not something even the nation's most powerful retailers can control. There are some areas one can control, however, such as advertising, pool displays and selling the styles...

  • Clean Machines

    by Lindsay Renick Mayer September 2005

    As automatic pool covers become more popular in some states, retailers are using peace of mind as their strongest selling point. With just the turn of a key, pool owners can shield their pools from the elements and effectively create a barrier between the water and their children.

    "I don't think anything is a safer barrier on a pool than an automatic pool...

  • Pool Sales The Wise Way, Part I

    by Merry Wise August 2005

    Successfully selling a swimming pool starts long before your prospective pool owner even darkens your door. Just like any other effective operation, pool sales can be broken down into steps. Developing an organized method for sales success rather than randomly scampering after leads will guarantee you higher sales volume, higher profit and better use of your time. You can sell pools the easy way or the hard way. Selling the easy way is more fun and much more...

  • Fine Redesign

    by Karen Erstad August 2005

    Since the Internet is quickly becoming the Yellow Pages of the 21st century, it may be time to invest some serious dollars in your Web site. Instead of hiring your cousin's friend's 14-year-old who does some Web work on weekends, you may want to hire a professional Web site designer. But how do you choose the person who will create this all-important Web presence? And...

  • Do The (After) Math

    by Kirstin Pires August 2005

    Most disasters — even the worst ones — drop out of the news cycle long before the disaster has cycled out of the lives of its victims. When the 2004 hurricane season pummeled Florida with an astonishing four major hurricanes, it dominated the print and broadcast news and the rest of the country paused to gasp at the images of destruction. But the news cycle...