March 26, 2011 at 4:12pm Tags: leader, Sales Management
My First Day At Work
Ah my first day at a new job. You breathe in and inhale all of the possibilities. Everyone in your family is excited about your prospects at your new place of employment. Even your Mom said how proud she was about you landing work so you could provide as everyone should for your spouse and kids. You think to yourself, “I wonder what the company is like? Will they go over the company system of paperwork? Maybe show me how they want me to sell their services. Who knows? Maybe they’ll even throw a “Welcome to the Company” party for me. The excitement is so great you can hardly sleep the night before your first day…
Just heard today from a contractor who had the dubious experience of hiring a new service tech. The above was probably what the newly hired person was dreaming BEFORE he came to work. After all, do we ever start a new job thinking, “This place will probably suck!” Not at all. Every company is envisioned as a great place to work be fore we begin to work there and then REALITY happens… OUCH!
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March 19, 2011 at 2:12pm Tags: accountability, Sales Management
The Guillotine Or the Rack?
Each week I get several calls from contracting business owners asking for some advice on how to handle a “tough situations” with the employees or customers in their business. Each time I hear about one of these supposedly insurmountable scenarios, I am immediately reminded about a chapter I read awhile ago in a book by author Seth Godin titled, “Small Is the New Big.” In this chapter he simply asks, “Do you want to face the guillotine? Or do you want to be tortured on the rack?”
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March 18, 2011 at 3:02pm Tags: accountability, fear, improvement, leader, negativity
Selling To Beancounters
I received a desperate sounding phone call last week from a sales manager at a service company in the mid-west. He informed me that he thought our material was great and that he wanted to send several techs to one of our upcoming Total Immersion Summits and 5-Week after coaching experience.
There Was One Problem
When he tried to raise the prospect of investing in sales training for the techs, sales people and himself the CFO of the company gave a host of reasons why they could NOT possibly invest in such a program at this time.
He called me to ask if their was a “business case” for sales training that he could present to the owner of the company to convince him that the “Bean Counter” was a bit off in his thinking. I then thought about it for a few hours and came up with this e-book below. Enjoy it and use it by all means to sell your company’s bean counter on this important message.
Click Below To Instantly download the Free E-Book
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March 12, 2011 at 1:05pm Tags: accountability, Differentiate, fear, improvement
Your Personal Economy
What can you do to bust your personal recession? One thing for sure is that the economy always improves whenever a good service or sales person shows up at the door. The same is true of your personal economy. It always gets better when we create better results. Yes there are stories of carnage in the contracting industry with record numbers of businesses failing. But there is one thing to remember. This truth is undeniable. That truth is that a sale is never lost. It just goes to your competitor.
Because of this truth, ironically there are a few contractors who have grown enormously when they grab this seemingly “lost” sale. That’s right. When you lose an opportunity to capture a customer, you not only lose the customer and the money but your competitor is fueled by getting the immediate dollar and the long term relationship. A relationship that if managed correctly can result in between $30,000 to $50,000 in opportunity over the next 5 to 7 years.
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