This Signtronix Sign Company Blog is not maintained by the company. The contents and information contained are provided as a marketing effort to support the sales effort by a California Signtronix sales representative, an authorized independent dealer. To contact the company directly, please visit the Signtronix company website.

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All of these gentlemen bring a wealth of experience and strong skill sets to Signtronix.  They are a super sharp group who will benefit from the strengths of each other and become an awesome team for theTucson office.  Welcome to your future.  Set your goals high and fly with us!
“Striving for success without hard work is like trying to harvest where you haven’t planted.”  ~David Bly

“I feel that the greatest reward for doing is the opportunity to do more.  ~Jonas Salk

Axiom for Building Rapport 

Mr. Customer, I have a brother and sister who own their own business so I know how you feel.  Everybody thinks you’re rich and you have all the time in the world.  You and I both know that’s not so.  You shouldn’t spend a penny unless it comes back dressed as a nickel.  Mr. Customer, I do not believe you should buy a sign (pause) unless you see it making you money and paying for itself in less than 100 days.

Axiom for Build Value

Mr. Customer, this sign only does one thing for you.  It doesn’t pour your coffee, it doesn’t sweep your floor, and it doesn’t keep your books.  Every single day it invites people into your business, and it does it in the most professional way.  Mr. Customer, with over 40,000 cars a day going by your business that’s literally 280,000 cars a week with over a million opportunities a month for you to tell people about your business and advertise what you do.

Axiom for Image

Mr. Customer, the customers going by are truly judge, jury and executioner.  They will prejudge a business and whether they are going to do business with you simply by the first impressions they make on your business.  Isn’t it important to make a good first impression?  If we go by a hotel with weeds growing everywhere and the windows broken, it’s dirty right?  If we go by a restaurant that looks fancy, it’s expensive?  We prejudge without thought.  Let them convict your business right now of being of quality.

Again, build value and handle objections using axioms.  Study your axioms until you can share them with the customer without having to think twice.  Let them become second nature!  Good luck and good skills.

   “A good leader has to be a constant teacher.”  ~Tom Johnson

The difference between an objection and a condition is that an objection is a request for new information.  You have either not been talking about what is important to the customer, or you never gained any rapport and the customer is simply not listening to you.  A condition is a valid reason for not moving forward.  They may have a partner or someone else involved in the decision making, going out of business or moving locations.  Do not proceed on a condition unless you want to waste time. Learn to love objections.  Most dealers believe objections are sales killers.  The truth is objections are sales makers.  Try selling a sign without objections.  The toughest sale is the “yes” man.  He agrees with everything but never buys.  When a customer objects, they are at least thinking or seriously considering your offer.  They may need new information to make a new decision.

To handle an objection learn to listen and do not interrupt.  Repeat the objection back to the customer and agree with it.  Simply ignore the objection and move on.

Again, the reason for the objection is that you are not talking about what is important to the customer or you have not gained rapport.  Your customer is giving you a clue.  They are saying, “Based on what you have said so far my answer is no.  I need new information to make a new decision.”  This comes out as a reason for not buying.

Fred possessed a quick mind and a gift for gab. As such, he became a captivating public speaker. “I frequently ask audiences what they were worried about this time last year. I get a lot of laughs,” he said, “because most people can’t remember. Then I ask if they have a current worry—you see nods from everybody. Then I remind them that the average worrier is 92% inefficient—only 8% of what we worry about ever comes true.”

Charles Spurgeon said it best. “Anxiety does not empty tomorrow of its sorrow, but only empties today of its strength.”

Most of us want to be positive. It’s advantageous to possess a sunny outlook. Doors open to optimists. They make friends, earn respect;close sales, produce loyal clients and others enjoy and want to be like them. The question is how can we do that consistently?  I can’t overstate the importance of being able to maintain a positive attitude but I’m the first one to admit…it’s not easy.

 “In sales, opportunity can turn up where you least expect it.”  ~Vernie Boren

 I used to worry a lot. The more I fretted the more proficient I became at it. Anxiety begets anxiety. I even worried that I worried too much! Ulcers might develop. My health could fail. My finances could deplete to pay the hospital bills.

A comedian once said, “I tried to drown my worries with gin, but my worries are equipped with flotation devices.” While not a drinker, I certainly could identify! My worries could swim, jump and pole vault!

To get some perspective, I visited a well known, Dallas businessman, Fred Smith. Fred mentored such luminaries as motivational whiz Zig Ziglar, business guru Ken Blanchard and leadership expert John Maxwell. Fred listened as I poured out my concerns and then said, “You need to learn to wait to worry.”

As the words sank in, I asked Fred if he ever spent time fretting. (I was quite certain he wouldn’t admit it if he did. He was pretty full of testosterone—even at age 90.) To my surprise, he confessed that in years gone by he had been a top-notch worrier!

“I decided that I would wait to worry!” he explained. “I decided that I’d wait until I actually had a reason to worry—something that was happening, not just something that might happen—before I worried.”

“If you just communicate, you can get by.  But if you skillfully communicate, you can work miracles.”  ~Jim Rohn

RM Steve Ingemi’sBoston Team Eagles are hard at work! The up and coming DM Jim Dobson is working on his 1st Sijan Award and quickly making a dent in the ominous 13 contract requirement. Keep up the great attitude and solid work ethics!

Dealer Drew Green is only in his 4th month at Signtronix, but making GREAT things happen. He is also working on his 1st Sijan Award with a strong start already. The Eagles are working hard and following the program. “It’s the only way to be successful!” With their RM, Steve Ingemi, being the only Signtronix person to have sold in all U.S. States, we know they are in good hands!

Roland Anthony was also in Kansas learning the new Power Point presentation and finding it very useful in closing deals. The newly promoted DM Doug Dearienwas also in the heartland helping Roger. Doug has been very helpful in the training process. Doug took a little side trip to the great state of Washington to see his only daughter, Jordan, graduate from high school. All along the way he was writing deals. Way to go, Doug!

John Martinez also wrote a deal in Southern California.