« Back Home

I'm not sure what you're looking for.

No Responses to “Previous Post”

  1. Joe Crisara said...

    I just wanted to welcome Julie to the blogging world and tell her how much I appreciate her taking this step to help service contractors. As usual, she will no doubt surpass me and go on to tell some pretty interesting stories here. Lord knows, she has plenty of them to tell.

    Anyway, congratulations Julie on this great step forward!

    Joe Crisara

  2. Rick Picard said...

    What a moving story! I have to admit, I had a little lump in my throat after reading it. So many people put there heart and sole into their contracting business and to read Bill’s story of how he was able, with Joe’s help, to turn it around is AWESOME! Its great that Bill and his employees can benefit from their hard work and that Bill’s customers have the freedom to choose what is best for them. Thanks Bill for sharing your story. I am sure many will benefit if they bravely pursue the course you have.

  3. Joe Crisara said...

    I agree Rick,the main thing that stirs the emotions inside of me when I first read this was the courage that contractors have to keep looking for another way to succeed even in their darkest moments.

    Thanks for your great insight Rick and thanks to Bill for sharing his great story!

    With warm regards,

    Joe C

  4. Danny Parker said...

    Boy, does this sound familiar! We have also been experiencing the same cash flow issues in our company. It’s been really tough keeping great technicians we have trained only to watch them leave because we could not afford to pay them.

    Testimonial: We have not yet attended a Total Immersion Seminar, however, we will as soon as we can. We are totally convinced Joe’s methods work. After, joining ContractorSelling.com, I downloaded the flat rate pricing system and read as many articles on the site as I could until my eyes were bloodshot. We began using the system on a Friday and before the weekend was over, our sales went up 80 percent. How’s that for proof?

    Thank you Joe for doing what you do. You have been a true blessing for our business. I hope to meet you soon.

    Sincerely, Danny Parker

  5. Taylor Rajaniemi said...

    The info provided in this blog is a perfect. I’m pleased I uncovered it.

  6. Ronnie Tabisola said...

    I’ve recently been a keen lover of your website for a while and not really given nearly anything back, I hope to improve that later. Thanks for another new addition on the website.

  7. James said...

    Understandably your article has helped me terribly in my quest to finish my college assignment. Hats off to you. I will visit in the future and look forward to more articles that will no doubt help many small businesses. Thanks,

  8. Gerry Saccone said...

    I totally agree with you, excellent you have crafted your case very well.

  9. Wes Schaeffer said...

    Joe,
    This is a great story. Your site/blog looks really good as well. Keep up the great work. You make me want to become a contractor!!
    Wes

  10. Patrick Grogan said...

    Great article Joe. Thanks for the tips! -Pat the Plumber, Topeka KS.

  11. George Sester said...

    This post is beyond awesome. I am always wondering what to do and what not to do with under-performing sales people so I will follow these tips. This will help me to hold myself accountable to coaching my people. Thanks

  12. Bonnie said...

    I really love following your articles It truly adds something to my day.

  13. Emmitt Slovacek said...

    Excellent post as usual, thank you for writing such helpful stuff on a regular basis.

  14. Tiffany said...

    Awesome blog, I’m so glad I stumbled onto it through yahoo, I’m gonna have to add this one to the blogroll

  15. Jermaine Wead said...

    Hello. Great job. I did not expect this on a Wednesday. This is a great story. Thanks!

  16. Tillie Sundby said...

    Many thanks for writing such a fascinating post. All too often you see the same thing over and over this makes so much sense. This will really help me organize my business.

  17. Tereasa Pursell said...

    We most usually don’t comment in blogs, however your blog forced me to, great work.. just awesome! Keep up the good work!

  18. Scuder said...

    I love it!

  19. physical therapist said...

    I’ve recently started a blog, the information you provide on this site has helped me tremendously. Thank you for all of your time & work.

  20. Watch Treme said...

    Good day, superb writing.

  21. Films Online said...

    I love it!

  22. Zina Mcginnity said...

    Would it be ok if I point to this webpage, from my web page? I’m trying to collect as many sources of useful info as I can.

  23. Chuck said...

    Julie & Joe,
    This is great information.
    Thanks!

  24. Karlene said...

    Great info! I recently came across your blog and have been reading along. I thought I would leave my first comment. I don’t know what to say except that I have enjoyed reading.

  25. Joe Crisara said...

    I hope if dogs ever take over the world and they choose a king, they don’t just go by size, because I’ll bet there are many Chihuahuas with some pretty good ideas.

    As a service contractor are you listening to your Chihuahuas?

  26. Lucas Estergard said...

    Just as usual you’ve offered some good tips. Been lurking on the site for some time and needed to thank you for taking a few minutes to post it.

  27. Fritz Bradly said...

    Seems like that you have put considerable effort in to your site and We need more of those on line at present. I truly got a kick out of your post. I do not genuinely have much to voice replying, I only had to comment to your impressive work.

  28. Arron Kneuper said...

    Many thanks for the quality post, that must have taken your time to put together with quality info.

  29. Lezlie Bateman said...

    This is a very good post, I found your web page browsing yahoo for a related topic and came to this. I couldn’t find anything as comprehensive this article on organizing a contracting office. My hats off to you Julie. Great work.

  30. Chase said...

    nice post. thanks.

  31. Paul said...

    What a great resource!

  32. Lee said...

    One again, your article is very good. thank you!very much this will help me to get my team organized.

  33. Drew Cameron said...

    Joe, I couldn’t agree more. Nothing happens until someone buys something and it usually from a “salesperson”, even if that person comes in the form of a CSR or technician. Capitalism falls apart without sales, and we live in the Capitol of Capitalism (ok, maybe China has caught up, but who’s keeping score?).

    I also find it ironic that salespeople, CSRs, techs, etc. always talk about sharpening up these so-called “soft skills”. How do you sharpen something that is “soft”???

    You can’t!

    These skills are forged with the blood (from paper cuts), sweat (due to hot offices, cars, classrooms in which we read, listen and study) and tears (from spouses and kids missing you while you learn or work).

    Once forged with knowledge, they are hardened with role-playing and experience, then the edge is hone with laser-like precision ongoing coaching, training, troubleshooting and reinforcement, until the sharpness of these skills is part of the fabric of the person and who they are and how they act without flexing.

    Sales, selling, effective interpersonal communication, and relationship building take effort to learn and master and anyone who thinks they have mastered them is to be marked a fool because, like golf, you can always get better and improve on your performance both personally and professionally.

    The skills of which you write in your blog, are anything but soft. They are hard to learn, hard to implement, hard to own an master, hard to maintain, and hard to excel at, but they easy to succeed with since so few ever really put in any effort to strive for excellence in their utilization.

    Make a connection, share some mutual insights, and see if it makes sense to work together.

    Sounds easy enough, but then again if it were that easy there would be no need for me, Joe, or blog.

    All the best!

    Drew Cameron
    HVAC Sellutions

  34. Steve Coscia said...

    Good article Joe. You’re correct about the “soft skill” nomenclature. Writing as a contrarian is always more interesting and edgy. Great job! I first heard the term “soft skills” from an old-time, HVAC guy who was much older than I am. I didn’t know any better at the time so I started saying “soft skills” too. You’re on the right track.

  35. Bill Brown said...

    Being able to define something quantitatively is so much easier than marketing, sales and customer service. I can’t imagine the term “soft” refering to them as less important, rather I would interpret the term “soft” to mean not controlled by specification, drawing or contract. Those jobs are certainly no less important than the “hard” (quantifiable) skills.

  36. A Hudson said...

    I thought the most annoying words were, “Let us think about it”, followed by “We’ll get back to you” and finally “Mr Hudson your credit card has been declined… in every currency in the world.”

    Maybe we can rethink and realign “soft” with software vs hardware instead of “soft” like unimportant. We know software makes the hardware operate; same thing here…

    The hard (tech) skills are required, but they ain’t gonna get used unless someone BEFORE them mastered soft skills. You make a fabulous point, and as much as it pains me to admit, I agree with Drew too.

    Every day I am in contact with people from whom I WOULD buy. I’m reasonably solvent, have a need, am either IN the store, ON their website, or the phone, and yet so few people can “sell”. They just ‘take orders’ or respond robotically.

    Contractors, just imagine for a moment – - what would happen if you bumped EVERY transaction size by 10% and boosted your closing ratio by 10 points. Suddenly the soft skills are very measurable indeed, allowing you to use more hard skills to get all that equipment installed.

  37. Christian said...

    Just want to say what a great blog you got here!

    I’ve been around contracting for a long time and i glad I ran across your site. Tell Julie to keep writing. She is a voice in the contracting business that really needs to be heard?

    Thumbs up, and keep it going!
    Regards,
    Christian

  38. Kate Nasser, The People-Skills Coach said...

    Hi Joe,
    There is nothing soft about sales, service, communication, negotiation, presentation, and the list goes on. To me “soft skills” are two four letter words I never use. I have been calling them “people-skills” for a very long time and your post is spot on.

    Thanks for adding your voice (and your well designed blog) to this discussion.

    Here is one of my recent posts underscoring how people-skills in sales/service impact the bottom line outcome. Emotional intelligence has hit mainstream business and the sky is the limit as a result.
    ————-
    http://katenasser.com/5-best-customer-service-emotionally-intelligent-thoughts/

    Highest regards,
    Kate Nasser, The People-Skills Coach

  39. Liam said...

    Hi

    Looking at the job market right now and the way recruiters’ thought processes appear to work, you’d be forgiven for believing that ‘communication skills’ (I don’t like ’soft’ skills either!) don’t even exist.

    As far as I can see, selection processes today have been made to resemble procurement processes for components. The closest fit to the technical specification gets the job.

    The results?
    1. Increasing rudeness and incivility in the workplace.
    2. Increasing lack of initiative in the workplace.
    3. Increasing lack of flexibility in the workplace.
    4. Increasing lack of real growth prospects in the workplace.

    The largest companies are the worst offenders.

    In the short term, these companies will continue to do what they do.

    In the long term, these companies will fall victim to competition of smaller, nimbler competitors who will do what it takes to get the job done, not what it takes to please the corporate hierarchy.

    Best wishes

    Liam

  40. Joe Crisara said...

    Thanks to everybody for some really insightful comments. I never knew that this would be such a hot button. Thanks for sharing your thoughts and your feedback on this critical subject.

  41. Healthy Eating Tips said...

    Hi buddy, your blog’s design is simple and clean and i like it. Your blog posts are superb. Please deep them coming. Greets!

  42. Rusty Paganelli said...

    You wouldn’t believe it but I’ve wasted all day digging for some articles about this. You’re a lifesaver, it was an excellent read and has helped me out to no end. Cheers.

  43. polar f4 said...

    This is indeed a fantastic resource. Thank you for making this publicly available.

  44. ultrasound technician said...

    I’ve recently started a blog, the information you provide on this site has helped me tremendously. Thank you for all of your time & work.

  45. security training said...

    I have read couple of articles here and could say it was really interesting, thanks for sharing this.

  46. MammothWorkwear said...

    This is great advice, our sector has been hit quite hard in recent times so we have had to adjust to the climate very rapidly. Looking at our team and they way things work has been a huge benefit for the company, while others in the sector who have failed to do the same are now paying the price.

  47. Drew Cameron said...

    I set, agree upon and gain mutual commitment to buying criteria with the prospect prior to sharing findings, solutions, investment options and expert recommendations since the prospect expects me to share proprietary information. I ask the prospect to agree to let me know where stand once the information has been shared, letting them know they can say ‘yes’ or ‘no’ and that the choice (only available choices as we mutually agree to eliminate ‘I want to think it over’)is theirs either way. All I request is the professional courtesy of letting me know where I stand at the end. Giving and getting commitments are the keys to a successful sales career.

  48. Anonymous said...

    Darn, I thought you were going to help me get over being tired. Instead, just more stuff that I “have to” do.

  49. Stephen Tate said...

    Are you baising the bonus on last years earnings or month to month.

  50. Gregg D'Attile said...

    Great article Joe, in-action will drag the company down, the team needs a leader with direction and definite purpose.

  51. Dress Pants said...

    ;-* I am very thankful to this topic because it really gives useful information ,`:

  52. Tweets that mention ContractorSelling.com Blog » How Dare You! -- Topsy.com said...

    [...] This post was mentioned on Twitter by Joe Crisara, Joe Crisara. Joe Crisara said: The one thing that success and failure have in common is that they both leave a path for all of us to follow. http://bit.ly/i7nAlZ [...]

  53. Adam said...

    Doing nothing to innovate and improve is NOT AN OPTION! Doing nothing is your biggest risk.
    You have to reward innovation, celebrate innovation, and THEN assess the results.
    If you make positive customer feedback(meaning the customer tells the contractor they are happy and impressed) more lucrative than simply showing up to work, there is a great chance for success.
    YOU SHOULD BE ABLE TO BRAINSTORM ON INNOVATION, involving the whole team, before financing a change or even thinking about the cost.
    In my experience, the worst thing a company can do is receive repeated negative feedback, sit on it for a while, have closed door meetings about a solution, and then have a roll out of a new program or whatever. If you are improving with large steps quarterly, you are doing it all wrong. Read up on “LEAN” principles. Get better daily, even hourly.

  54. Drew Cameron said...

    Just because you a job doesn’t mean you keep your job based upon your past performance. You must earn your job everyday. As Joe knows, Rex Grossman took the Chicago Bears to the Super Bowl a few years ago and lost. Three games into the next season he was benched and lost his job.

  55. Matthew Hermanson said...

    WOW!

    Talk about a slap in my face and a kick in my rear end. Guilty as charged. It all makes sence to me now.

    Thanks Uncle Joe.

  56. Joe Crisara said...

    Your certainly welcome!

  57. John said...

    Guilty here too!

  58. flowers delivery said...

    I was searching for good quality ideas regarding flowers when I happened upon this website. You have some awesome ideas here, may i use some of it on my own flower blog website? I’d needless to say weblink back to allow people can see the original post. Thank you in either case. Alexa Garcia

  59. Rusty said...

    Cool! That’s a clever way of looking at it!

  60. buy contractor leads said...

    Generally I do not post on blogs but I would like to say that this post really forced me to do so, Excellent post!

  61. Adams said...

    Agree on this Joe. Good sales means clear, confident language.

    A lack of certainty – or its weak-kneed cousin ‘timidity’ – only incite a lack of interest from the buyer. This leads to shopping around, or the dreaded ‘let me get back with you’.

    Great article. How would you reword the script in the article? Any short examples to share?

  62. Miller Plumbing said...

    Mostly agree on this, but I’m always worried that sounding too sharp and B-school like will sound exactly that: kind of phony. I think we use fallbacks like “the bad news” because that’s what customers want to hear. It is kind of like we’re all in this together. I don’t know, though, and like above I’d be interested in reading a rewording. Agree in the main about communication, though.

  63. Jim G said...

    I believe this article is Right On in its assumptions and will surely help many to Persevere in their quest to close a deal or deals. Jim G.

  64. Are your salespeople making the cut? said...

    [...] individual to beat the odds of traditionally low sales success rates. Garnering tips from Joe Crisara of contractorselling.com, let’s discuss three types of salespeople that could be hurting your company’s sales and how to [...]

  65. MastercraftHCP said...

    Recently found your website and have been enjoying the browsing. You definitely have an interesting take on sales, more of a cerebral approach than anything. I like it though, I’ll keep checking back.

  66. Chris said...

    I’ll remember to straighten out my truck when I go to hire someone…great story Joe!

  67. Doc said...

    Great article! The first reason is very true, get paid what you are worth.

    Doc

  68. Vikash Sekhani said...

    Dear Joe,
    In total agreement of your article except the American thing. Agreed Americans need choice and they should be given. I was and told by learned people like you that my product “Filter Drier” needs UL and quality to sell in USA.
    But in reality so is not the case. I see cheap quality product without UL being sold in USA.
    I wonder if I made a right choice by working so hard on UL certification.
    I am able to sell in Europe, again a very competitive market but nothing in USA.
    Please guide if possible.
    Thanks
    Vikash

  69. Robert Green said...

    Exactly, I travel all over the world and only have one chance to sell whatever I am there to sell, ultimately products! But they are in the background at the beginning as are the prices..ALWAYS.
    Technical papers and pricing structures normally go to someone elses dept anyway, this is not normally the job of the CEO or sales and marketing directors. If the time allows then of course if the first meeting has gone well then the other depts will normally be called in , in the best cases by the directors theselves and not by me.
    People should never run off about thier companies, listening seems to be uncommon when i meet other salesmen abroad.
    I dont sell products, I just make it easier and develope an atmosphere that makes it advantageous or even simple for the customer to buy from me.
    Regards

    Robert Green

  70. PlumbTruth said...

    I think I would go a small step further and push even the opposite out and focus solely on the goal, getting across the beam. Any attention you place on falling whether it is fear of or focus on not still leaves a trace of falling imprinted. By only concentrating on finishing the challenge, in this case crossing the beam, then one beam at a time you will succeed in bigger and even bigger challenges.
    I think this is a great article Joe, keep it up!

    -Josh
    PlumbTruth

  71. Medhat Ismail said...

    Dear Sir,

    I like it very much…Thank you & wish you all the best of luck.

    Thanks

    Medhat Ismail
    Air Mix Fze

  72. The Buzz for July 11, 2011 | ACCA Contractor Excellence said...

    [...] [...]

  73. Brandon Feiteira said...

    Hi,this article is great,I found it on yahoo and I like it very much,I agree with you, lots of things will be learned form your site,but I still have some questions with the last part,can you explain it for me ?I need your answer,and I will be back again!

  74. Drew Cameron said...

    Joe said: “Salespeople love to focus on specific objections from specific people regarding specific situations rather than to look at the big picture in order to understand what caused the objection in the first place.”

    He couldn’t be more correct. In fact, salespeople like to quote chapter and verse of the negative aspects of specific calls or prospects and then generalize those rare instances like they happen ALL THE TIME.

    Every call, situation and prospect is unique and most be treated as such. The salesperson must adapt to the situation. The prospect DOES NOT HAVE TO be responsive or reactive to the salesperson.

    I once heard a salesperson talk about the “perfect sales call” that he had sold and wondered why they couldn’t all be like it and that easy.

    I told him they ALL could be once HE started to modulate to the people and circumstances, and quit wondering when another “perfect” customer and situation would present itself.

    THE MOST successful salespeople DO NOT wait for perfect opportunities, they create them and DON’T MAKE EXCUSES!

    All the best for continued success!

    Drew Cameron
    HVAC Sellutions
    1-888-621-7888
    http://www.hvacsellutions
    drew@hvacsellutions.com

  75. Bob Fetzer said...

    Thank you Joe.
    I and my fellow members of the Orange County (NY) Electrical Contractors Association are currently wrestling with this very same problem. You’ve put forth some great ideas and I will share them with everyone at our next meeting.
    Bob Fetzer, Fetzer Electric L.L.C.

  76. Steve Coscia said...

    Great article Joe. I like the line: “…establish a leadership role by projecting states of both calmness and assertiveness.” Very insightful. I remember watching Cesar on television and he really is a unique expert. Good job!

  77. Steve Bez said...

    I can dig it Joe, very applicable to the HVAC business. The HVAC whisperer. Hah!

  78. Steve Bez said...

    Interesting video. The Law of Diffusion of Innovation! Where’d you find it?

  79. Lalit Dhir said...

    Interesting

  80. Adams said...

    Hey, thanks for helping encourage others to take a look at the video.

    We’re over half way to selling-out of all available lines, and the event is still over 2 weeks away!

    Whether you register or not, the video shows you the 4 vital steps to help build your contracting business.

  81. The Buzz for October 3, 2011 | ACCA Contractor Excellence said...

    [...] [...]

  82. Doc said...

    “If you think a Professional is expensive wait till you hire an amateur” Red Adair, oil well firefighter

  83. Adams said...

    I think that guy came to my house… like several times, in virtually EVERY trade. It’s amazing that doing a few things ‘right’ make the sale at basically no more work, just learning ‘how’. Great vid!

  84. Steve Bez said...

    John Whitney Jr.’s definitely right about solid record keeping. Integral! Great piece.

  85. Steve Bez said...

    Great tips Steve AND they’re applicable to just about any job, not just the trades.

  86. Jose Diblase said...

    Hi there was just surfing through the search engines looking for some new interesting blog posts when i discovered this post on bing. I had to write you a comment to show you that I certainly enjoyed this post. I cant locate much top quality anymore on the net anymore with all the spam these days so any time I do uncover a beneficial blog post I enjoy it. Keep up the great job and I am sure this website is going to go a long ways and turn out to be very well-known

  87. Jim said...

    I’d love to read this out loud to my two electricians out of the 3 I have. I think all they care about is getting done and getting home.

  88. plumber glenn said...

    That was good Joe hahaha. Welldone

  89. Bill Lilly said...

    To ACCA
    What type of answer should a top performer give. For example;
    Q 10. . Works On Referrals
    a. What percentage of sales leads do expect yourself to bring in?
    Does a top performer say I want 100% or it is a tough market I should bring in 50%????
    b. How do you ask people for referrals? Does a top performer ask bluntly or low keyed.Which way denotes a top performer.

    AS a manager what do I look for??? And does the company have the money to hire the top performer????
    Thanks
    Bill

  90. The Buzz: Resolved | IE3 said...

    [...] [...]

  91. Michael Glover said...

    It was a great show. A contrarian strategy works in many situations

  92. Robert Castle said...

    Great tips,I will be passing this on to our 40+ techs

  93. Las Vegas Plumbing Service said...

    Great blog, thanks for sharingi will bookmark this site and come back for more really great information

  94. The Buzz: Happy, Loyal, Vocal | IE3 said...

    [...] [...]

  95. Adams said...

    I became misty-eyed at the dramatic quality of the Dirty Harry video. Can I get the horse’s autograph at SPM?

    Great vid Joe and Julie. Looking forward to seeing you in Phoenix.

  96. The Buzz: Left Behind | IE3 said...

    [...] [...]

« Older Comments