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From Our President

Thank you for visiting our site. For over 25 years DEC International has delivered exclusive content to thousands of companies just like yours! What makes us different and of value to you is the wide breadth of services we offer that allow you to time your sales efforts more effectively than anywhere else. DEC has a unique outlook on researching; we believe it is a cooperative effort between our Members and ourselves. Finally, we know that we work at your pleasure.

Allan Feifer
President, DEC International

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Recent blog posts

handsHave you ever tried one of those tricky “closing techniques” that are supposed to transform hesitant prospects into instant customers?

Some of the “experts” on this topic tell you to say things like, “Would you rather have it in blue or in yellow?” Or, “Do you want delivery on the first or the eighth?” Or, “Let’s go ahead and get the paperwork started. Here, you can use my pen.” (Then you hand the person a fancy pen.) Or, “Try it for 30 days. If you don’t like it, we’ll take it back.”

The problem with all of these techniques is that prospects can see them coming a mile away, and they usually feel like they’re under attack – which they are.

Salespeople who use these techniques, and others just as ineffective, do so because they are under the mistaken belief that these tricks sometimes deliver sales. Actually, when prospects decide to buy after the salesperson has said something like this, they buy in spite of the closing technique, not because of it. Instead of trying to use a tricky closing maneuver at the end of the sales process, you should secure commitment for a yes-or-no decision before you even make your presentation.


Crystal BallPerfect Knowledge would be the ultimate way to get ahead. Unfortunately, I don’t know anyone who has it and you probably don’t either. The next best thing though is a great sense of what’s happened in the past and an excellent grasp of the various external factors that frequently control events. Almost all our members are Georgia based or at least focused on this market. Georgia and particularly the Atlanta environs have gone through at least nine up and down economic cycles since I became involved in 1978. Until the most recent down cycle hit, Atlanta and by extension Georgia had what I would characterize as a coastal climate, i.e. we did not get the low, lows that inland communities got, we remained relatively temperate when it was freezing elsewhere. Not so this time. The economic tsunami that flooded the country did not spare us.


girl-holding-hand-up-stopOne of the five most  important tenets of selling!

A friend of mine wrote about what I consider one of the big five of selling…starting at the right level. If you start at the right level, you can figure out most everything you need to understand about the customer and his project.  Without this knowledge, you are just another bidder among many.

I got a one-line e-mail the other day:

“How can I get around a lower-level person (without making them mad)?”

Ever been blocked before? It’s a pretty common problem. It occurs for 2.5 reasons:

1. You get an inquiry from a lower-level person directed by the boss to go on a scouting mission, find facts and prices, and report back to daddy. 


atlasWhat’s the difference between cash flow and profit?

Everyone in business should read Ayn Rand’s Atlas Shrugged. With all the Anti-Wall Street and anti-business rhetoric you hear daily, one might be afraid to own up to their capitalist leanings. Admitting that we work for money symbolizes capitalism. Ayn Rand said “Money demands of you the highest virtues.” Unfortunately, the general message out there today is: Dollars are money, money symbolizes capitalism; capitalism is immoral. Don’t believe it. Making money demands our best. Having money or spending money is not the same thing. The question to ask: Are you making money? Let’s have a reality check.

It is our belief, based on our day-to-day dealings with dozens of southeastern companies, that money remains tight, especially for small businesses. Further, many companies really don’t understand why things are the way they are. We hear the following frustrations:

  • Customers owe me a lot of money.
  • There’s too much competition.

Are Your salespeople learning one thing and doing another

dr-jekyll-and-mr-hyde-jeremy-mooreYou remember the Robert Louis Stevenson classic don’t you?  Dr. Jekyll, the brilliant, compassionate scientist who wanted to do nothing but good, and the creature he turned into after he drank a concoction that turned him into a hulking, evil scoundrel.  The line between good and evil or, in our case, the line between excellence and incompetence, is neither clearly drawn nor obvious.  In over 30 years of being in business, I can count the number of intentional Mr. Hyde’s on the fingers of one hand.  Yet, I have run across innumerable unintentional Mr. Hyde’s that moved to the dark side without intent.  Today, we’re going to explore the relationship between hiring, training and practice, and the role of management in keeping you in the light!



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