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W&D Weekly
May 24, 2017
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From Window & Door Magazine
A Successful Exit

In running your window and door business there is only one guarantee: you eventually will exit—either voluntarily or involuntarily. In order to succeed, the business and the owner must be prepared to successfully transfer the business via an exit and succession plan. Read More

Now Accepting Nominations for the Crystal Achievement Awards

Window & Door is receiving nominations for the 2017 Crystal Achievement Awards through Friday, June 16. The awards recognize residential window and door manufacturers and component suppliers for their contributions to the industry. Read More

More News
Industry Groups to Publish Unified Green Building Model Code in 2018
B.F. Rich Windows and Doors Inventory to be Sold at Auction
Registration Opens for the WDMA-Northeast 2017 Summer Conference
GlassCraft Door Company Marks 40th Anniversary
Windsor Windows & Doors Expands
Product Spotlight
Automate Your Double Miter Saw Station With TigerStop
Attach a TigerStop onto your existing double miter saw and you can forget using manual stops and tape measures altogether. Simply enter the measurement you’d like to achieve, and press start. The automated positioner will move your material exactly where it needs to be for you to get a perfect cut. With TigerStop, you will increase productivity, save labor time, maximize your materials, and eliminate scrap waste.

The Talk

By Madeleine MacRae
An objection is a buying signal. It’s an indication that the client is interested in purchasing something—and likely from you—as soon as the discrepancy between your offer and their purchasing conditions is rectified.

An objection is an opening for further discovery, further information and a more refined solution. Though, this interpretation is polar-opposite of how most salespeople view and react to objections in the field. Objections are often viewed as symbols of failure, as roadblocks and as signs of the dreaded “tire-kicker” or “shopper-not-buyer.” Common objections such as price, scheduling or getting the buy-in of another decision maker often seem to poison a deal that originally seemed to be going in the right direction.

Think back to a specific situation where this has happened, where an appointment gets completely disrupted by an unexpected objection such as “the windows are too expensive.” Now think what could have been possible if you thought of the objection as a sign of genuine interest in your products. Would shifting your interpretation of the objection have significantly improved the results? Read More
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