Read time: 5 minutes =======Psst! If you’re new here, subscribe here so you don’t miss the next lesson.======= However you found me, you probably already know that I’ve been an architect for 28 years [and still am]. So trust me when I say… I’ve seen a lot of reps blow their big moment. Here’s what […]
Blog
#060 – How to Stop Losing Specs: An Architect’s Honest Advice
Read time: 4 minutes =======Psst! If you’re new here, subscribe here so you don’t miss the next lesson.======= Ever had an architect promise to spec your product… even have you listed with “no substitutions allowed”… only for the owner to change it at the last second? Months of emails, calls, and sample submissions… gone. About […]
#059 – What architects really think when you avoid the budget talk
Read time: 5 minutes =======Psst! If you’re new here, subscribe here so you don’t miss the next lesson.======= I’ve been an architect for 28 years. For 11 years, I’ve worked with architectural product reps and manufacturers. Helping them build real, trust-based relationships with their ideal architect clients. And let me tell you something most reps […]
#058 – Slap on your detective hat and find that architect’s real pain
Read time: 4 minutes =======Psst! If you’re new here, subscribe here so you don’t miss the next lesson.======= What if you’re missing the most important part of every sale? Last week, I watched our old pal, Frazzled Frank, the Product Rep, lose a deal in real-time. Frank was sweating through his dress shirt [again]. He […]
#057 – The 3-sentence script that can save you from wasting hours on an architect
Read time: 3 minutes =======Psst! If you’re new here, subscribe here so you don’t miss the next lesson.======= Frank [not his real name, but he knows who he is] called me last month in a mild panic. “I’ve been chasing this architect for weeks. I spent over an hour walking him through our rainscreen system… […]