April 24, 2011 at 12:42pm Tags: fear, negativity, Sales Skills
What Is Confidence?
Wikipedia describes confidence as “A state of being certain, either that a hypothesis or prediction is correct, or that a chosen course of action is the best or most effective given the circumstances.”
What is the value of confidence in your sales approach? It’s huge. If a customer doesn’t think you believe in either your diagnosis of the issues as well as the solutions you have created, they will not purchase from you. In essence, the first person who must be sold is YOU the service or sales person. You must believe in what you are telling a client or they will se right through you. I was recently doing a ride-a-long observation in the field with a service tech and what I witnessed was a pathetic string of verbal fumbling.
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April 17, 2011 at 11:58am Tags: closing, focus, listening, Sales Skills
An Easy Sale
Someone who studies the sales process like myself may be the easiest person for a good salesperson to sell to. Believe me, I’ve seen and heard more than my share of sales presentations in my life, and most all of them either made me laugh, made me cry, bored me, repelled me or angered me.
I actually pity the people who use outdated, scripted and ineffective techniques. I also get frustrated when i see someone who is good at their trade but too timid to have the confidence to ask for the job. The have essentially poured themselves into how to be very good at their trade but have not invested in the skill needed to convince someone to purchase this knowledge. But then the realization washes over me that what they do or say is just the result of the poor or non-existent training they have received.
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April 09, 2011 at 6:13pm Tags: Differentiate, leader, life changing
The Lost Service Contractor
This e-book which was first released in 2006, shatters the myths that has been perpetrated on contractors and their employees for decades.
If you are an average Technician or salesperson then I’m sure you know all the myths and excuses that there are to know.
But with these myths and excuses you will only achieve average or below average results.
If you want OUTSTANDING results then then you must read the special report called the “Lost Contractor.” Although the book was first released in 2006, the principles and fundamentals are more true today than they ever were.
This free report is a must read for all service contractors!
Click below to download the Free E-book
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April 02, 2011 at 5:27pm Tags: accountability, focus, improvement
There is a lot of controversy that has been stirred up over the years as to whether a company should allow a service tech to sell larger jobs or if they should be turned over to a sales person. Watch this video as Joe Crisara, Rick Picard and others share their thoughts.
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