Homestead Post

PART 4 IN OUR SERIES BASED ON THE BOOK TO SELL IS HUMAN

According to author Daniel H. Pink in To Sell Is Human: The Surprising Truth About Moving Others, clarity is “the capacity to help others see their situations in fresh and more revealing ways and to identify problems they didn’t know they had.”

While in the past, salespeople had privileged access to information about their industry’s issues and solutions, buyers now have access to much of the same through the Internet. Without the expertise to determine what’s accurate or relevant to their situation, customers may misdiagnose their problems and incorrectly identify what will solve them. That means today’s sales professionals must be problem-finders as well as problem-solvers.

Cut Through the Clutter and Create Clarity

Buyers need your help! By creating clarity through curating relevant information (and weeding out what’s irrelevant) and sharing your expert insight, you can empower customers to understand their needs and the solutions that will meet them.

• Ask questions to narrow down their preferences. For example, don’t show them gray samples if they want a tan deck color.
• If you believe the customer’s preferences will not yield the best results, offer your informed opinion. For instance, if they want a tan deck but you believe gray would provide a more cohesive look, explain why and show them samples of the hues you recommend.
• Before ending a customer meeting, provide clear expectations for both parties. For example: “I’ll send you a quote in a week. In the meantime, you’ll decide which color in the Sanctuary line you want and verify if rod railing meets your HOA’s rules.”

Next, look for Part 5 in our series: Pitch. If you missed them, read Part 1, Part 2, and Part 3 now.

Keylink’s rod railing (with horizontal rather than vertical balusters) offers customers a unique aesthetic and contractors unparalleled ease of installation.

Available with the American and Chesapeake aluminum railing series, Keylink rod railing comes in a variety of colors (including custom hues) to seamlessly complement the other features of any outdoor living space. It’s an ideal choice for a modern look that’s on-trend yet timeless!

Reach out to us to learn more and place your order.

We’ve all heard the saying, “Don’t sweat the small stuff.”

But the small stuff—like joist tape—can make a big difference when installing decks made with pressure-treated lumber. Joist tape seals the tops of joists, beams, ledger boards, and stringers to prevent moisture penetration and rot.

Why Use Joist Flashing Tape?

• Protects the deck’s structural integrity
• Minimizes future maintenance needs
• Fortifies screws and fasteners
• Extends the life of the deck

Compared to the total time and cost of building a deck, joist tape requires minimal effort and adds very little expense. In return, you get peace of mind and satisfied customers!

Thank you to all who attended our 2024 Business Building Breakfasts! We enjoyed seeing you and giving you an opportunity to learn from—and ask questions of—knowledgeable product representatives from some of the most respected brands in our industry.

Here are some highlights:

• January—Fiberon® announced the expanded color options available for their Promenade decking.
• February—Wolf® introduced the grooved deck boards for their Serenity™ line.
• March—Superior™ Outdoor Products shared information about their 400 Series vinyl cable railing.
• April—Key-Link™ presented its rod railing and Discovery Series railing.

All speakers shared helpful best practices for installation and tips for avoiding common pitfalls. We appreciate their insights and expertise.

We’re already looking forward to bringing everyone together again at our 2025 Business Building Breakfasts!

PART 3 IN OUR SERIES BASED ON THE BOOK TO SELL IS HUMAN

In To Sell Is Human: The Surprising Truth About Moving Others, author Daniel H. Pink describes the importance of buoyancy, the ability to stay afloat “in an ocean of rejection.”

Selling doesn’t always have a successful outcome. Rebuffs and rejections come with the territory. So, how can you maintain optimism in the face of refusal?

Tips for Boosting Your Buoyancy   

1. Try Interrogative Self-talk: Rather than tell yourself, “I’ve got this,” try an interrogative approach instead. Before a sales call, ask yourself questions like, “How is what I’m selling valuable?” and “What do I bring to the table to close this deal?” Using this approach can yield more genuine confidence than a mere “pump up” talk.
2. Project Positivity: Demonstrate your belief in your product and services not only in what you say but in how you say it. Show enthusiasm about the opportunity you have to help the customer achieve their goals.
3. Look Back and Learn: After a sales call, identify what went well and what didn’t quite go according to plan. Don’t let emotions cloud your judgment. View the call with an objective lens so you can determine what you want to continue doing and what you want to change going forward.

Sales is a lot like baseball—a player with three hits in ten at-bats is doing quite well. Selling, by nature, will result in some swings and misses. The key is to stay positive and strive to improve your technique after a setback.

Next, look for Part 4 in our series: Clarity. If you missed them, read Part 1 and Part 2 now.

Wolf® Serenity™ Decking—already a fan favorite for its low maintenance, weather resistance, and enduring curb appeal—has become even more of a head-turner. Now available in grooved boards (with grooves channeled into both sides), it enables installers to use hidden fasteners
(Ninja™ clips are highly recommended) for a seamlessly aesthetic deck surface. The grooved design also allows for fast, easy installation.

Homestead Outdoor Products has all Seaside and most Tropical colors in stock. Contact us for more information!

Breakfast is on us as product reps from our top manufacturers share helpful tips and info.

Thursday, March 28
Topic: Superior™ Plastic Products

Thursday, April 25
Topic: Key-Link™ Railing Products

Where: New Holland Coffee Co., 832 W. Main St., New Holland, PA 

When: 7 to 8 a.m.

Reserve your seat: Email Jill at jill@homesteadoutdoorproducts.com or call our Sales department at 717-656-9596.

Made by bonding thin layers of wood veneers together, laminated veneer lumber (LVL) delivers added stability and versatility to projects. Consider using LVL for beams to strengthen the structural integrity of roofs over decks.

Benefits of LVL

• Stronger than conventional lumber
• Available in longer lengths than standard framing lumber
• Resistant to warping and twisting
• Fewer defects—such as knots and splits—than traditional lumber

We have LVL in stock NOW: 1 3/4  inches deep x 11 7/8 inches wide x up to 48 feet long.

Contact us for more information and to order!

Price alone doesn’t determine the ideal product for a project—composite decking is no exception. These key points about the main categories of decking board can help your customers make an informed choice.

Basic ($)
Products in this category have lower prices. The typical trade-offs include limited color choices, an artificial look (strong grain patterns embossed into the surface), thinner or narrower boards with only one side suitable for the deck’s surface.

Mid-range ($$)
These products generally have more color options and subtler grain patterns embossed into the surface for a more natural look. Usually, both sides of the board are usable. Price points are higher than basic products but lower than premium decking.

Premium ($$$)
Premium products cost more, but they have several advantages. Benefits include more expansive color choices; a natural wood aesthetic (with grains and patterns enhanced with colored pigments); and resistance to fading, scratching, and staining.

When comparing features and prices, customers should consider how they will use their deck, how exposed their deck will be to the sun and inclement weather, the brand’s reputation, and warranties.

Have questions about any of our decking products? Call or email us!

Part 2 in our series based on the book To Sell Is Human

In his book To Sell Is Human: The Surprising Truth About Moving Others, Daniel H. Pink describes “attunement,” an often-overlooked superpower in the world of sales. “Attunement is the ability to bring one’s actions and outlook into harmony with other people and with the context you’re in.” 

Attunement lays the foundation for earning trust during the sales process and creating mutually beneficial relationships. It involves stepping into the customer’s shoes to understand their point of view, personal cues, and how they’re influenced by other people. It encompasses not only observing their style of collaboration and communication but also replicating it—it’s about meeting the customer where they are and demonstrating that you “get them.”

How can contractors flex their attunement muscles?   

• Ask questions to learn not just “what” the customer wants but also “why” they want it.
• Treat the customer as the project owner. Listen to their input without judgment before sharing your recommendations for moving forward and accomplishing their goals.
• Recognize that multiple decision makers, with their own perspectives, may have a say in the project. Gently encourage them to communicate if the project begins to push the limits of the desired budget.
• Adjust your interpersonal style to match your customer’s. If they’re serious and business-like, don’t act overly casual. Likewise, if they’re laid-back and easy-going, emulate that demeanor to make them feel comfortable.

Next, look for Part 3 in our series: Buoyancy. If you missed it, read Part 1 of our series now.