Contractor Selling

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What Is a Professional?

The difference between a REAL professional in any occupation and those who aspire to this status is not the talent level or even any of their great achievements.

The main difference in my opinion are the times when they struggle or find themselves in a slump. The true professional does not lose their enthusiasm when faced with a setback or challenge.  On days when the normal person would rather call in sick, the professional shows up and gives the same effort they would give on their best days.  What then do professionals do when they go into a slump or suffer a poor performance? They always go back to the fundamentals and remember the little things that mean a lot when the pressure is on.

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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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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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Why Average Contractors Fail

Everyone has no doubt heard of the many behavioral conditioning experiments in which animals in a laboratory are rewarded with sugar pellets or punished with an electric shock for pushing for a particular button.

What if the animal was randomly shocked with no regard to which button was pushed?

The answer is that the animal will take no action because they are not sure what will happen.  Basically it becomes to risky to do anything therefore they go into a stressed out shell and wait for something to happen.  Eventually the stressed out subject of this type of experiment loses the ability to think clearly due to the environment they find themselves in.

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Don’t Be Stopped By Sales Terrorists

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

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The Language Of Losers

It was raining a torrent on this gray, cold day as John, a territory manager for a manufacturer’s distributor, scurried from his car and into the office of one of his clients. As he got in the door, he wiped the water from his glasses with a napkin he had in his pocket. Kathy, the company receptionist, was there to greet him. “Geez, it’s really coming down out there!” said Kathy, understating the obvious. “Tell me about it,” said John, “Hey, is Larry in today? I have some new products I need to show him.” He asked her without pausing. Kathy, knowing John for years has always stopped in on Tuesdays, ushered him into Larry’s office immediately.

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