Sell morgn guaranteed

tTt*o sELLERS str side by side. I. One seller makes 100 calls and sells two orders. This seller is in the 98Vo rejection business. The second seller makes 100 calls and sells eight orders. This seller is in the 92Vo rejection business. Still a lot of rejection, yes, but the second seller is making four times as much money as the first! (Think $200K a year vs. $50K a year!)

Both of these sellers are working hard, but working hard at what? They are both generating a lot of calfs, but what kind of calls? They are both calling a lot of customers, but what kind of customers'l They t1 are both speaking to people all day long, but how are they speaking to them?

The Popeye Syndrome

Popeye says, "I y'am what I y'am and that's all that I y'am." We are not cartoons. We are not a finished product. We are a work in progress, and we can get better.

"Salespeople are born, not made" is a myth perpetrated by sales managers who don't want to train new salespeople and by salespeople looking for an excuse not to get better.

The good seller with this attitude doesn't get any better because she is already "made," no improvements necessary or possible. The struggling seller lets himself off the hook with this myth. Both of these sellers are plateaued-just at different levels.

It's Magic!

Some sellers do seem to sell in magical ways. They make it look easy. But making it look easy and it actually being easy are two different things.

The professional comedian, athlete and magician make what they do look easy because their skills are at a professional, money-producing level. Lots of people can tell a joke, sing or play sports, but only those who perfbrm at a professional level get paid to do so.

Guaranteed

Master sellers do the basics better and more often. If we do these things, we will sell more, guaranteed.

More calls - Inside sales. The master inside seller makes an outbound phone call every five minutes for a total of 96 outbound phone calls in an eight-hour day (60 minutes + 5 = 12,x 8 hours = 96). Often more. Call at this rate and your sales will increase, guaranteed.

More calls - Outside sales. The master distribution seller spends twice as much time in the field as the distribution seller who struggles. (When they are inside, example #1 above is their output level.) Eight to 10 outside sales calls per day for an outside salesperson is doable, but rare. If you are in distribution sales, generate this kind of activity, every day, and your sales will increase, guaranteed.

Ask for the order more often. Most sellers don't ask. The majority ask only once, master sellers ask five times per closing situation. or more. and make it seem natural. The master seller makes asking for the business part of the relationship. If we ask for the order five times in closing situations, we will sell more, guaranteed.

Be at our most charming best. Master sellers are always positive and charming with their clients. Master sellers ask interested and interesting questions and are great listeners. They smile and laugh more with their clients. They treat their customers like their brother, uncle, aunt, grandfather, mom, dad or trusted high school teacher. They are professional, but warm/human with their customers. They are genuine.

They are not there only for the deal (even though they expect to get the business-more on this) and the customer feels it. It makes all the difference. If we can be charming and really care about the people we are doing business with, in a genuine way, we will sell more, guaranteed. Assumptive selling. Master sellers expect to get the business and project that confidence in everything they say and do. Tone of voice is always positive. Things are "great," "busy," "happening," "on fire," not "okay," "fine," "fair-ta-middlin',""strugglin' away.",ffi,s. Struggling sellers say similar things all the way through the selling '. process, without even knowing it.

They are subconsciously apologizing and making themselves second-class citizens.

There are few guarantees in life, but the above will help us sell more, guaranteed.

Marvin's Building Materials & Home Centers will open a 33,000-sq. ft. store in Ozark, Mo., in the spring.

Orr & Voss Lumber Co., Momence tl., ctosed after 45+ years and auctioned off remaining inventory and fixtures.

Capac Do-lt Best Hardware, Capac, Mi., has been purchased by Jeff and Julie Kegler from Cliff and Rhona Schroeder, owners since 1977, who are retiring.

Greener's Budget Lumber closed its 37-year-otd yard in Barron, Wi., branch at the end of November, consolidating operations at its branch in Birchwood, Wi.

Central Network Retail Group has acquired Taylor-Foster HardwalO, Manchest6r, Ga., wiin tne retirement of founder Lee Taylor.

Arrowhead Building Supply hetd a Nov. 7 grand opening for its 7th location, an 8,000-sq. ft. showroom in Fairview Heights, ll.

Ludwig Lumber, Effingham, ll., has closed, fottowing a Sept. 28 inventory and equipment auction.

Bob Ludwig, who has co-owned the family business since the early 1960s, is retiring.

La Crosse Lumber, Centralia, Mo., moved from its century-old yard to a larger facility with 9,000-sq. ft. hardware store.

Geneva Lumber Co. has moved to a new location in Geneva, Mn.

A year ago, Jon Carlson and Tait Ingvaldson purchased the business-then Richards Wood Products-from David and Brett Richards.

Watson Ace Hardware, Lake Mils, wi., added a branch in Jefferson, Wi. (Mike Landers, mgr.).

Chadron Ace Hardware, Chadron, Ne., unveited its remodeled facility Nov. 8.

Lake Forest True Value Hardware, Lake Forest, 1., has remodeled.

Alside Supply Center opened a 22,500-sq. ft. branch Oct.27 in Pooler, Ga.

Habitat for Humanity moved its ReStore discount LBM outlet in La Crosse, Wi., into larger quarters.

Freeborn Lumber Co. & Design, Atbert Lea, Mn., was named Medium Business of the Year bv the local Chamber of Commerce.

Anniversaries: Doug White Lumber, Marissa, ll., 145th Mason City Llmber Co., Mason City, ta., 100th

Angerstein's Buildjng Supply, Witmington, De., 90th ..lHeller Lumber CoJnrrin'gton Heights, il., 90th Mill Creek Lumber, Tutsa, Okl, 80th .:. Mahoninq Lumber, Youngstown, Oh., 75th Causeway LumbeT Co., fort Laudeidale, Fl., 75th-which it will mark with a specialcelebration in early 2015.

Cedar Creek Grows in Texas

Cedar Creek, Oklahoma City, Ok., will open its 24th distribution center in Lubbock, Tx.

"Although we have serviced West Texas for many years from other locations, having a local branch will enable us to provide even better service to these important customers," said c.e.o. Bill Adams.

Added c.o.o. Wayne Trousdale: "We found an excellent site and building in Lubbock that's basically ready to go, and we plan to be up and running by January 1,2015."

US LBM Buys Kentucky's K-l

US LBM Holdings, LLC has acquired K-I Lumber & Building Materials, Louisville, Ky., from the Walter M. Freeman Trust and chairman Sherry Freeman.

Bob DeFerraro will continue to lead the company as president, along with all members of current management.

Founded in 1932 by Walter Freeman Sr., K-I began as a wholesale operation linking mills to retailers in the Louisville marketplace. Today, it has grown to become a one-stop shop for building products, providing a complete line that includes cabinetry, windows, doors, trusses, components, roofing, siding and framing materials to the Kentucky and Indiana market.

K-I Lumber has two Louisville locations, as well as full-service distribution centers in Lexington, Ky.; Clarksville, In.; and Evansville. In.: and a truss and wall panel manufacturing facility in Shelbyville, Ky.

Sheny Freeman said, "We are confident that US LBM will serve as a thoughtful steward leading K-I Lumber for many future generations in the same way our family has for the last 82 years."

3tt to 48tt

Airport Runway/Parking Lot

Golf Course Storm Drains

Industrial Waste Water Applications

Constructed Wetlands

. Landfill Drainaoe

. Sewer Sludge Compost Pipe

3tt to 48tt

Crumpler Plastic Pipe, lnc.

Post Office Box 2068

Roseboro, NC 28382

Phone: 91 0-525-4046

FAX 91 0-525-5801

For the Besi Quality and Service Call wEB SITE: www.cpp-pipe.com

Mead Moving After 80 Years

After eight decades as a downtown anchor in Columbus. Ne., Mead Lumber Co. is targeting a Jan. I opening of a larger, more visible replacement store.

The new facility will feature a 6,500-sq. ft. store with 2,500-sq. ft. showroom, plus a drive-thru lumberyard. The current store is up for sale.

Worker Killed at Georgia Mill

OSHA is investigating the Oct. 27 death of a millworker at Claude Howard Lumber Co., Statesboro, Ga., who climbed on to and became trapped under a bander machine while trying to unjam it.

Salvador Hernandez. 32. had worked at the mill for nearly four years.

ProVia Expanding Stone, Door Operations

ProVia broke ground last month on a new stone manufacturing facility near its headquarters in Sugarcreek, Oh. When it starts up in winter 201512016, it will replace its Heritage Stone plant in Zanesville, Oh.

The company also expanded its door plant in Walnut Creek, Oh.

Griffin Lumber Co., cordele, Ga., halted production at its sawmill for nearly a week to replace an edger that was destroyed in a Nov. 11 fire.

Bigs Packaging & Lum.Qgl

Dallas, Tx., has been acquired by UFP Western Division, a subsidiary of Universal Forest Producls, Grand Rapids, Mi.

Mountain Vallev Farms & Lumber Products, Biglerville, Pa., suffered an estimated $800,000 in damages from a Nov. 13 sawmill fire.

Oak Valley Hardwoods, Charlotte, N.C., will invest more than $10 million over the next five years to open a mill in Robbinsville, N.C.

Roxul started uo its first U.S. facility-a $160-million stone wool insulation plant on 100 acres in Marshall County, Ms.

Lee Roy Jordan Lumber, Dallas, Tx., is now distributing Trugrain uy Resysta in Texas.

Huber Engineered Woods, Charlotte, N.C., received environmental product declarations (EPD) for its AdvanTech flooring and ZIP System sheathing and tape.

DW Distribution, oesoto, Tx., honored James Hardie as its 2014 Vendor of the Year.

Ganahl's newest facility in Pasadena, California, had to deliver the same customer experience as their larger facilities - in 1/5th the space. Our comprehensive solution made every inch of the repurposed site more efficient. We designed and furnished a variety of high-capacity storage systems, including Sunbelt Rack Power Bins, T-sheds, and push back racks.

For the rest of the story, go to $ CT-Darnett.com/stories { www.CT-Darnell.com 800-353-0892

RovOMartin received a Forest Stewdrdship Council Leadership Award for forest and land management. All of ROM's 570,000 acres are FSC certified.

FSC also honored F.D. Sterritt Lumber, Watertown, Ma., for leadership in building materials supply in the East.

Clark Lumber Co., Red Boiling Springs, Tn., was named Large Business of the Year by the local Chamber of Commerce.

Hancock Lumber, Casco, Me., was selected as a 2014 Best Place to Work in Maine.

Durgin & Growell, New London, N.H., has relaunched its website, www.durginandcrowell.com.

Richard Kahn, ex-Feldman Wood Products, was named president and general mgr of The Deckstore of South Carolina, Simpsonville, S.C.

Craig Smith, ex-Fortress Railing Products, has joined Great Southern Wood Preserving, as sales mgr. for Texas branches.

Chad Crow was promoted to president and chief operating officer of Builders FirstSource, Dallas, Tx.

Mark Porter has been named v.p.operations for Cedar Creek, Oklahoma City, Ok. Tony Butler, ex-Roseburg, is new as v.p.-South Region.

Scott Hackett, ex-Gerber Lumber & Hardware, is now in purchasing at Holmes Lumber, Millersburg, Oh.

Fredrik Stureson. ex-American Hardwood Industries, has been named president of Timber Team LLC, Charlottesville, Va.

Erin Leonard has been appointed president of Gordon Lumber, Fremont, Oh.

Kembrell Sweat is new to the purchasing department at Robbins Manufacturing, Tampa, Fl.

Russell Summers, ex-Cowan Ace Hardware, has joined NyloBoard, Covington, Ga., as an inside sales and customer service rep.

Derek A. Herman, ex-ProBuild, has been named v.p. of sales for Rugby Architectural Building Products.

Adam Cincotta has been appointed adhesives product mgr. for OMG Roofing Products, Agawam, Ma. New sales reps include Craig Turner, covering Georgia; Matt Savon, representing northern Ohio, West Virginia, and western Pennsylvania; and Gregory Lord, in Austin/San Antonio, Tx.

Steve Locanto is now corporate controller for Ace Hardware Coro.. Oak Brook,Il.

Leland Hein Jr. has been promoted to c.e.o. of Fastenal, Winona, Mn., succeeding Willard Oberton, who will continue as chairman.

Chris Riley, ex-Stock, is new to outside sales at Builders FirstSource, San Antonio. Tx.

Stuart Clontz has transferred to Universal Forest Products. Ranson. W.V., as operations mgr.

Mark Gliniecki has been named v.p. of sales for Smith Mountain Building Supply, Roanoke, Va. Manley Johnson is new to sales.

Martin Mejia has been promoted to mgr. of ABC Supply, Houston, Tx. B.C. "Brit" Blair, ex-Marwin Co., is now market sales mgr. for the Texas South Central region with Masonite.

Douglas Long has been promoted to v.p.-U.S. operations for Rayonier, Fernandina Beach, Fl.

Sebastian Cremaschi has been named director of marketing for Arauco North America, Atlanta. Ga., after serving as marketing mgr. at corporate headquarters in Santiago, Chile.

Adrian Blocker was appointed senior v.p.-wood products for Weyerhaeuser Co., Federal Way, Wa., effective Jan. l Cathy Slater will become senior v.p.-cellulose fibers.

Scott Lewis is the new president of Claymark USA Inc. Bryar McKlveen is now general mgr.

Ron Pedzinski has joined MAX USA, Mineola, N.Y., as western regional sales mgr.

Matt Caissie rejoined International Beams. as director of business development.

Ross McCanless is returning to Lowe's Cos., Mooresville, N.C., as general counsel, secretary and chief compliance officer. He will succeed Gaither Keener, who is retiring after 30 years with the chain.

Paul E. Fourshee, owner, Fourshee Building Supply, Cadiz, Ky., has been appointed to a four-year term on the Kentucky Foundation for the Arts board of trustees.

John Burkhart, Westech Building Products, was elected to the North American Decking & Railing Association board of directors.

Millie N. Bux has accepted a generous severance package to gracefully exit Mungus-Fungus Forest Products, Climax, Nv., report owners Hugh Mungus and Freddy Fungus.

Durable Vinyl Railing

I)urablcs. a USA Vin)'l brancl. has introclLrcecl Tl'tc Kirklecs vinyl railing rnodel. l'caturing rtlttnd alttrrinum spindlcs. Ivith both thc top ancl bottoln rails rcintblccd with aluntinunt inscrts fbr addccl strensrth arrrl durability'.

Thc Bradfirrd moclel fcatules squilre spinclles

With lclvancecl vinyl tcchnology. Durablcs riiilin-{s arc strong ancl clurablc, lr'cltherin-l thc t'cars beiiLrtil'ul11. to look likc ncw cven aftcr ycars tll'use.

IRCI/IBC codc compliant. they arc casv to install arrd maintain.

I DURABI-ES.COM

(888) 713-3673

Aluminum Railing Kits

Fceney's ncw DesignRail Alunrinum Rail Kits arc macle fbr- casy installation ol' railings with CableRail stainless stcel infill bctween wottd posts.

Available in two types: kits lbr level railing and kits for stair railings. the customized. citrnponentbased alurninum railing system is ideal fbr deck rtilings. fcnces. privacy panels, ancl ban'iers.

T FEENEYINC.COM

(8(X)) 888 2481