=======If you’re new here, subscribe here so you don’t miss the next lesson.======= In 1997, during my last year of college, I worked for the Iowa Department of Transportation in Ames. One of the projects I worked on didn’t look all that exciting on the surface, but it turned out to be a pretty smart […]
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#082 – The ‘straight-line death trap’ that’s killing your sales
=======If you’re new here, subscribe here so you don’t miss the next lesson.======= A curtain wall rep called me last month, frustrated about losing a project spec he’d been working on for 8 months. The product was good, and the price was competitive. He thought he had a solid relationship with the architect. Then, during […]
#081 – The woman with 800 shoes who behaves just like your ideal architect clients.
=======If you’re new here, subscribe here so you don’t miss the next lesson.======= Last year, I heard Perry Marshall tell a story that made me think of every rep who’s ever called me. He was speaking at a seminar. He asked the audience to stand if they owned shoes. Everyone stood (obviously). Then he started […]
#080 – The Sticky Spec Toolkit: Keep your product in the project
=======If you’re new here, subscribe here so you don’t miss the next lesson.======= Specs don’t defend themselves… You do. You got the product specified. The architect loves it. The project moves forward. And then… silence. Then one day, you hear the job went to bid… and your product didn’t make it through. Gone. Replaced by […]
#079 – Stop Selling. Start Serving. How to Become the Architect’s Trusted Partner
=======If you’re new here, subscribe here so you don’t miss the next lesson.======= Most product reps think their job is to get your products specified. They’re wrong. Your real job is to become the architect’s most trusted advisor. And if you make this shift, everything changes. Jay Abraham calls this the Strategy of Preeminence. It […]