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Sales Training Articles
Grow your sales by spending time reading an assortment of sales articles written by various sales experts! Acquire guidance, tips and expertise through this ContractorSelling.com sales article directory, containing hundreds of articles on topics ranging from pricing, beating your competition, wisely using your words, paying attention to non-verbal communications, and customer buying signals. Click on "view more articles" at the bottom to continue reading!
Sales Training Articles Content
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ARTICLE: Minimize "Blame Game" with "Do It Yourself" Customers
By Steve Coscia
These days, some customers who are low on cash are attempting to repair and install equipment that is best handled by an HVAC, plumbing or electrical contractor. During the last few months, I have heard numerous horror stories about Do It Yourself customers who, in an attempt to save a few bucks, try to fix things themselves. . . .
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ARTICLE: Visualize Your Goals More Powerfully
By Kevin Eikenberry
You've got your goals set. You're excited about them and the prospects of achieving them. Whether those are true statements for you personally, for your team/organization or both, congratulations! They're both necessary and important steps. And, they aren't enough. I'm guessing you've heard about visualizing your goals. Many tell me it seems silly, others think it doesn't help. . . .
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November 2010 "Top Sales Person" Award Winner
Each month we announce the winner of our Virtual Coaching "Top Performer" of the month award. For the month of December we want to congratulate Pat Marsh who is an HVAC Salesperson from the Kansas City, MO area. Pat has won the "Top Sales Person" of the month award along with a $100 Visa gift card. Pat is a HVAC Comfort Advisor who sold $186,360 for the month of November. . . .
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ARTICLE: The Shawshank Sales Strategy
By Tom RIchard
Complainers are contemptible. They spend more time whining about lack than they spend doing the work needed to acquire what they want. Business, and life, is simpler than it may feel at times. If you know exactly what you want, then you can figure out what needs to be done. When you know what needs to be done, the only thing left is doing it. People willing to do the work, receive the reward; people unwilling to do the work should punch out and go home. . . .
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ARTICLE: Categorize to De-Mystify Objections
By Joe Crisara
To better understand objections, let's try to "de-mystify" them by putting them into unique categories. Upon further review, the myriad of things that are thrown at you will usually fit into one of these categories. Here are a few of the main ones. If you can understand where the objection originates then you can begin to handle them easier. . . .
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ARTICLE: HVAC Sales Training Pays Off for $4 Million Dollar Salesman
By Joe Crisara
I just got off the phone with Rick Picard who was graciously calling to thank me for a particular technique he picked up from our Total Immersion training that helped him to close a job for over $8,000 that day. He had a call on Saturday that the customer told him was an emergency. He related to Rick on the phone that had no heat and needed to buy a new furnace right away. Rick was excited to hear this news and so he hopped into his vehicle and traveled 60 miles to get there . . .
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Are You An "In-Vincible" Sales Person?
By Joe Crisara
I was considering my latest movie rental possibilities when I stumbled across the inspiring sports movie "Invincible" which was released last August 25th, stars Mark Wahlberg as Vince Papale, a Philadelphia Eagles fan who has just lost his wife and his teaching job. The 30-year-old bartender enters an open try-out for the Philadelphia Eagles and makes the squad, becoming the oldest rookie to make a National Football League team. . . .
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7 Ways To Boost Your Business Simply By Asking
By Jack Canfield
The gift called asking has been around for a long, long time. In fact, one of life's fundamental truths states, ask and you shall receive. Kids are masters at using this gift but we adults seem to lose our ability to ask. We come up with all sorts of excuses and reasons to avoid any possibility of rejection. Yet the world responds to those who ask. If you are not moving closer to what you want in sales (or in life), you probably aren't doing enough asking. . . .
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