Who You Call On is a Conceptual Thing
When you make calls, whether it’s a brand new sales call or a service call to a customer, the level you call on within the organization is a reflection of how you see yourself conceptually. If you make sure to meet the president, then you believe you belong there.
Amateur salespeople will only go as high as their “inner parent” will let them go; they’ll keep calling on purchasing agents and other non-decision makers time and again even if they get nowhere. Professional salespeople know how to get invited in to see the president, and they also understand conceptually why they belong there.
Where do your salespeople wind up: the president’s office, or the janitor’s closet? Who you call on is a conceptual thing, not a technical thing.
This sales tip is from Sandler Training – The Global Leader in Sales and Management Development. For more information, please contact Sandler Training – Nashville TN. Tim Shaver can be contacted at 615-399-8700 or tim@nashvillesalestraining.com . ©2009 Sandler Systems Inc. All rights reserved
Tuesday, May 26, 2009
Thursday, May 21, 2009
NLBMDA News - LP Recalls Composite Decking
Louisiana-Pacific Corp. (LP) and the U.S. Consumer Product Safety Commission (CPSC) announced a voluntary recall last week of approximately 48 million linear feet of composite decking which can prematurely deteriorate and unexpectedly break. There have been 14 reports of injuries.
The recall includes outdoor deck board and railings sold under the brand names LP WeatherBest, ABTCo. and Veranda and were sold between January 2005 and August 2008. For more information on the recall, visit the CPSC website by clicking here.
The recall includes outdoor deck board and railings sold under the brand names LP WeatherBest, ABTCo. and Veranda and were sold between January 2005 and August 2008. For more information on the recall, visit the CPSC website by clicking here.
NLBMDA News - "Green Neighborhoods" Legislation Reintroduced
"Green Neighborhoods" Legislation Reintroduced
Rep. Ed Perlmutter (D-CO) has reintroduced the "Green Resources for Energy Efficient Neighborhoods (GREEN) Act" (H.R. 2336), with 14 additional cosponsors. The legislation seeks to create incentives through lenders and financial institutions for consumers to buy, build or remodel their homes to improve energy efficiency and increase the use of alternative energy. The bill was included in a broader energy package passed by the House last year but was not considered in the Senate. A hearing date in the House Financial Services Committee has not yet been set.
Rep. Ed Perlmutter (D-CO) has reintroduced the "Green Resources for Energy Efficient Neighborhoods (GREEN) Act" (H.R. 2336), with 14 additional cosponsors. The legislation seeks to create incentives through lenders and financial institutions for consumers to buy, build or remodel their homes to improve energy efficiency and increase the use of alternative energy. The bill was included in a broader energy package passed by the House last year but was not considered in the Senate. A hearing date in the House Financial Services Committee has not yet been set.
Wednesday, May 20, 2009
New Sales Seminar: Selling Value in a Recession
REGISTER NOW FOR OUR SALES SEMINAR!
Selling Value in a Recession with Tim Shaver of the Sandler Sales Institute
Thursday, June 25, 2009
9:00a.m. to 1:00p.m.
Inn at Ellis Square (Days Hotel)
201 West Bay Street
Savannah, GA 31401
$100 per person, $50 each additional person from your company - Lunch is included
Want to know why profits and margins are dropping?
· Why your customers no longer have loyalty and how your people can make that better or worse.
· Learn how your value adding suggestions might be costing you clients
· Learn how the bidding, quoting and proposal process might be costing you business
See how you can get more dollars from existing customers and how to get top dollar from new clients
· Learn how to find the clients who really need and want to do business with you and are willing to pay top dollar to do so
· Learn how to get customers to tell you how much profit they will pay you before you get the job
This is a ONE DAY ONLY seminar. If needed, hotel reservations can be made by contacting The Inn at Ellis Square at 912.236.4440 and are the responsibility of the attendee. The $129.00 room rate is guaranteed until May 31, 2009.
To register, click on the registration form below, print, complete and mail with payment to the CSA office at 1850 Lake Park Drive, Suite 200, Smyrna, GA 30080.
NLBMDA News - Senate Subcommittee to Investigate Chinese Drywall
Senate Subcommittee to Investigate Chinese Drywall
This Thursday, May 21, the Senate Commerce Subcommittee on Consumer Protection, Product Safety and Insurance, chaired by Sen. Mark Pryor (D-AR), will hold a hearing to investigate the Chinese drywall situation. Witnesses have not yet been named, but NLBMDA will be attending the hearing and continue to keep members apprised of any developments at the federal level.
Dealers with questions or interest in the issue are encouraged to contact Colleen Levine at colleen@dealer.org.
This Thursday, May 21, the Senate Commerce Subcommittee on Consumer Protection, Product Safety and Insurance, chaired by Sen. Mark Pryor (D-AR), will hold a hearing to investigate the Chinese drywall situation. Witnesses have not yet been named, but NLBMDA will be attending the hearing and continue to keep members apprised of any developments at the federal level.
Dealers with questions or interest in the issue are encouraged to contact Colleen Levine at colleen@dealer.org.
NLBMDA News - Homeland Security Announces New Immigration "Worksite Enforcement Strategy"
The U.S. Department of Homeland Security has announced a new "Worksite Enforcement Strategy" in which Immigration and Customs Enforcement (ICE) agents will be targeting for criminal prosecution those employers who "knowingly hire illegal workers."
Further, ICE agents will also be looking for "evidence of the mistreatment of workers, along with evidence of trafficking, smuggling, harboring, visa fraud, identification document fraud, money laundering and other criminal conduct." The announcement goes on to state that ICE offices will obtain indictments, criminal arrest or search warrants or a commitment from a U.S. Attorney's Office to prosecute the targeted employer before arresting employees for civil immigration violations at a worksite.
The complete announcement can be found on the NLBMDA website at http://www.dealer.org/.
Further, ICE agents will also be looking for "evidence of the mistreatment of workers, along with evidence of trafficking, smuggling, harboring, visa fraud, identification document fraud, money laundering and other criminal conduct." The announcement goes on to state that ICE offices will obtain indictments, criminal arrest or search warrants or a commitment from a U.S. Attorney's Office to prosecute the targeted employer before arresting employees for civil immigration violations at a worksite.
The complete announcement can be found on the NLBMDA website at http://www.dealer.org/.
NLBMDA News - Comprehensive Energy and Climate Change Bill Taking Shape
Today is the first committee markup of comprehensive energy and climate change legislation in the House Energy & Commerce Committee. The "American Clean Energy and Security Act" (H.R. 2454), introduced last week by Chairman Henry Waxman (D-CA) and Rep. Edward Markey (D-MA) contains a section on "Building Energy Efficiency Programs" which calls for a national building code energy efficiency target that achieves a 30% reduction in energy use over current building codes at the date of enactment and a 50% reduction for residential buildings by January 1, 2014 (and for commercial buildings by January 1, 2015).
The legislation would also create a "cap and trade" approach to managing greenhouse gas emissions. The notion of the government selling allowances has largely been abandoned and the current draft now calls for the majority of allowance permits to be given to industries without charge.
NLBMDA is closely monitoring developments impacting residential construction. The bill will likely transform significantly as it goes through the numerous House and Senate committees with overlapping jurisdiction in the next few weeks.
The legislation would also create a "cap and trade" approach to managing greenhouse gas emissions. The notion of the government selling allowances has largely been abandoned and the current draft now calls for the majority of allowance permits to be given to industries without charge.
NLBMDA is closely monitoring developments impacting residential construction. The bill will likely transform significantly as it goes through the numerous House and Senate committees with overlapping jurisdiction in the next few weeks.
NLBMDA News - House Passes $6.4 Billion Bill to Modernize and Renovate
Last week, the U.S. House of Representatives passed H.R. 2187, the "The 21st Century Green High-Performing Public School Facilities Act" by a vote of 275 to 155.
H.R. 2187, sponsored by Rep. Ben Chandler (D-KY), would authorize $6.4 billion for school renovation and modernization projects for fiscal year 2010, and would "ensure that school districts quickly receive funds for projects that improve schools' teaching and learning climates, health and safety, and energy efficiency."
Allowable uses of the funds include: repairing, replacing, or installing roofs (including extensive, intensive or semi-intensive green roofs), electrical wiring, water supply and plumbing systems, sewage systems, storm water runoff systems, lighting systems, or components of such systems, building envelope, windows, ceilings, flooring, or doors.
To further encourage energy efficiency and the use of renewable resources in schools, the legislation would require a percentage of funds be used for school improvement projects that meet widely recognized green building standards. It would require that 100 percent of the funds go toward green projects by 2015 - the final year of funding under the bill.
The legislation now goes to the Senate for consideration.
H.R. 2187, sponsored by Rep. Ben Chandler (D-KY), would authorize $6.4 billion for school renovation and modernization projects for fiscal year 2010, and would "ensure that school districts quickly receive funds for projects that improve schools' teaching and learning climates, health and safety, and energy efficiency."
Allowable uses of the funds include: repairing, replacing, or installing roofs (including extensive, intensive or semi-intensive green roofs), electrical wiring, water supply and plumbing systems, sewage systems, storm water runoff systems, lighting systems, or components of such systems, building envelope, windows, ceilings, flooring, or doors.
To further encourage energy efficiency and the use of renewable resources in schools, the legislation would require a percentage of funds be used for school improvement projects that meet widely recognized green building standards. It would require that 100 percent of the funds go toward green projects by 2015 - the final year of funding under the bill.
The legislation now goes to the Senate for consideration.
NLBMDA News - Urging NIST an dALSC to Create Eco-Labeling Program
NLBMDA Urges NIST and ALSC to Create Eco-Labeling Program
Today, NLBMDA will be submitting comments in response to the National Institute of Standards and Technology's (NIST) request for comments for possible revisions to the American Softwood Lumber Standard (PS 20-05). PS 20-05 is a voluntary product standard that provides for the uniform, industry-wide grade-marking and inspection requirements for softwood lumber and must be reviewed every five years. In its comments, NLBMDA is requesting that NIST, through the American Lumber Standard Committee (ALSC), create a voluntary eco-labeling program covering lumber products from the point raw materials from certified forests reach the production plant (where the chain of custody transfers to the producer of the lumber product) to the final grade stamp of the finished lumber product as it enters the distribution channel. This would be achieved by developing a sixth element to the current grade stamp, verifying that the raw material was derived from a certified forest management program. The authorized grade-stamp under PS 20-05 would include a mark or designation certifying the product attribute of sustainable forest origin, representing an important process innovation - an eco-forest origin certification for softwood lumber products and the corresponding agency-certified eco-label as part of the grade stamp under the current American Softwood Lumber Standard (PS 20-05).
NLBMDA believes that the lack of an on-product label will continue to create confusion in the marketplace as competing forest management certification programs proliferate and become more complex. NLBMDA will post its complete comments to NIST on its website, http://www.dealer.org/ on May 19.
Today, NLBMDA will be submitting comments in response to the National Institute of Standards and Technology's (NIST) request for comments for possible revisions to the American Softwood Lumber Standard (PS 20-05). PS 20-05 is a voluntary product standard that provides for the uniform, industry-wide grade-marking and inspection requirements for softwood lumber and must be reviewed every five years. In its comments, NLBMDA is requesting that NIST, through the American Lumber Standard Committee (ALSC), create a voluntary eco-labeling program covering lumber products from the point raw materials from certified forests reach the production plant (where the chain of custody transfers to the producer of the lumber product) to the final grade stamp of the finished lumber product as it enters the distribution channel. This would be achieved by developing a sixth element to the current grade stamp, verifying that the raw material was derived from a certified forest management program. The authorized grade-stamp under PS 20-05 would include a mark or designation certifying the product attribute of sustainable forest origin, representing an important process innovation - an eco-forest origin certification for softwood lumber products and the corresponding agency-certified eco-label as part of the grade stamp under the current American Softwood Lumber Standard (PS 20-05).
NLBMDA believes that the lack of an on-product label will continue to create confusion in the marketplace as competing forest management certification programs proliferate and become more complex. NLBMDA will post its complete comments to NIST on its website, http://www.dealer.org/ on May 19.
NLBMDA News - Specter Floats Card Check "Compromises"
As expected, Sen. Arlen Specter (D-PA) has proposed several so-called "compromise" ideas to overcome the challenge of securing the necessary 60 votes to advance card check legislation in the Senate. One Specter proposal would allow mail-in union authorization cards, which theoretically protect workers' privacy in making their decision. In reality, the NLRB has already expressed concerns about the potential for interference and lower participation rates by potential voters than in secret ballot elections.
Specter's second proposal would include "last best offer" arbitration, in which arbitrators would impose contracts after comparing the employer's offer to other union contracts, not to nonunion counterparts. Dealers in Pennsylvania are encouraged to contact Sen. Specter ASAP to let him know that neither suggestion offers reasonable protection to workers and employers. Visit Build the Vote to send an email or print a letter to fax on your company letterhead.
Specter's second proposal would include "last best offer" arbitration, in which arbitrators would impose contracts after comparing the employer's offer to other union contracts, not to nonunion counterparts. Dealers in Pennsylvania are encouraged to contact Sen. Specter ASAP to let him know that neither suggestion offers reasonable protection to workers and employers. Visit Build the Vote to send an email or print a letter to fax on your company letterhead.
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