Sales Synopsis: How Much Product Knowledge Do You Need?
Get A Grip On Lighting: CFL to LED is Not Ready for Prime Time
The Darkness News Update 6/20/2024
Sales Synopsis: Capturing Their Attention
What are the three stages of attention that every sales person should know?
Day One (and Only Day One) at LightFair
Not at LightFair this year? Here's a look at what happened on Day One.
Get A Grip On Lighting: Over-Lighting For Rebates
Rebates that provide dollars based on wattage allow for situations where the lighting for a job is incorrect.
Contractor and Distributor Show: Who Should Get The Rebate?
Should the contractor or the distributor take care of the rebate details on lighting jobs?
Get A Grip On Lighting: The Blank White Driver
What should you do when you open an LED fixture and find a blank, white driver inside?
Sales Synopsis: Connecting The Dots
How can you sell the deep benefits of your product line that customer sometimes don't recognize at first glance?
Get A Grip On Lighting: The Attribute Label Problem
Michael and John discuss the need for standards in lighting product descriptions.