I love this video of world famous entrepreneur Richard Branson because it illustrates a principle so simple yet so elusive to most business owners in the service contracting industry. The principle is the ability to listen to the ideas of others rather than making assumptions that you think you may already know everything you need to about being successful. Watch the video and contemplate your ability to listen to your employees, customers or others who may give you some clues to be more successful.
I received a call from a service contracting sales person named Fred about a situation he found himself in that really took his confidence down a notch. Fred is the top performer at his company and has achieved a 73% closing rate with a 55% gross margin on his jobs. By all measure of success he was a doing a great job.
Then he had a call where after presenting his customized solutions, his buyer lit the fuse on a sales-bomb and completely devastated Fred. The buyer listened to Fred’s presentation and
Total Immersion students who attended a recent HVAC Plumbing & Electrical sales training summit discuss a range of topics starting with their greatest challenge, their expectations from sales training and what they thought of the training and “Uncle Joe.” In the end, everyone is asked to rate the training on a scale of 1 to 10. Watch and enjoy the excitement of these students.
Human nature leads us to follow the crowd because it’s comfortable and, let’s face it, that’s what we do. But when there’s an economic downturn that batters your industry, following the crowd is what you want to avoid. Then it’s time to be different if you don’t want to share the pain of declining sales and profits, says Bill Jones, who with his wife, Deb, owns Jones Service Co. a plumbing , HVAC and electric company that services the Hudson Valley.
One of the biggest weaknesses ineffective salespeople have is their desire to “look good” in front of their customer. If only this desire to feed the ego was as great as the desire to feed their wallet, life would be very different for these “happy losers.”
A Happy Loser?
I use this term because it perfectly describes the salesperson who is happy to look good even if it means no sale. The need to look smart and sharp to a prospect is more important than getting the result they want. Their success and their income suffer greatly because of it.
So make your choice right here and now. Do you want to
One of my favorite pastimes is traveling. It doesn’t matter where, I just like to get out of the house and explore new places. As a little girl, my mom would pack some snacks, gather my brother and sister and hop in the car and head off while my dad sat in the navigator seat with his oversized Rand McNally map in hand.
We took many trips over the years, exploring all corners of the country, sometimes more than once. We’ve traveled out east along the coast visiting the Nation’s Capital, the Big Apple and Niagara Falls. We’ve been out west stopping to see the Corn Palace, Wal-Drug, Mount Rushmore and Yellowstone National Park. We drove through the Redwoods (literally through a redwood tree) and down the coast to Big Sur. We saw Hoover Dam, the Grand Canyon and a re-enactment of the OK Corral in Tombstone, AZ. I’ve been to Disneyland and Disney World many times over, all along my dad carrying his trusty map.
Once in a while there’s a subject that crosses the boundaries between sales and customer service that Joe and I fight over who actually get’s to blog about it. Today I won.
We are busy people, as I am sure the rest of you are too. We have been so busy around here lately that we decided we needed an extra set of hands to help with some of the daily chores and hired a woman from My Girl Friday. Colette. She’s awesome!
One of the first questions I always ask new clients who are struggling to get control of their salespeople and increase their results is a very easy one to answer. Here is the question…
“Of the last 10 salespeople to leave, how many of them quit and how many were dismissed or as I like to say “de-hired?”
When I listen to sales managers answer that question, I don’t only listen for the words they tell me but also watch how hard it is for them to access this information. If a sales manager takes a long time to answer because they can’t remember the last time a sales person left the company, I know they have a turn-over problem. Not enough, turn-over that is.