DOWNLOAD: Total Immersion Success Organizer 2010
This file contains one of the most powerful management tools we have ever found in helping techs and sales people keep themselves accountable for their financial results. This calendar allows the sales or service manager to look at the last week, month, quarter or year for trend that are occurring with their staff.
Simply have your techs or sales people track their activities daily. . . .
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DOWNLOAD: Do It Now Or The Competition Will e-Book
By Joe Crisara
Whether you have sales people who sell equipment or service techs really doesn't matter as long as the priority is on you moving forward by executing the solution people want as soon as the customer wants it. Adopting a "Do It Now" philosophy is the ultimate customer focused program that centers itself on heroic service that differentiates your company from your competitor as well as providing windfall profit and bonuses for everyone. . . .
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DOWNLOAD: (Revised) Verbal Packaging For Equipment
By Joe Crisara
This list was put together from the "Hour of Sales Power" weekly sales meeting participants. This document illustrate some ideas on how to "re-package" the typical trade jargon descriptions of a product or service to make it sound more valuable to the buyer. Add your own unique descriptions to the list to create more. This has been recently updated to reflect the newest ideas . . .
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DOWNLOAD: Verbal Packaging Common Repairs
By Joe Crisara
This report will illustrate some ideas on how to "re-package" the typical trade jargon when describing some common heating repairs to communicate the problem more easily to the customer while also making it sound more valuable. As you start to use verbal packaging in your approach you will see that the first person who is sold on a higher value for each repair is you the tech or sales person. You must be sold first before you can present . . .
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DOWNLOAD: e-Book - Lowball Buyer's Bag Of Tricks
By Joe Crisara
Please use this e-book as a follow along guide to use with our video on the Lowball Buyer's Bag Of Tricks. You can print, save or read using the PDF frame tool located here. This e-book is great to use while watching the video from the Hour of Sales Power segment where Rick and Joe discuss the challenges of contracting professionals today . . .
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DOWNLOAD: The 6 Rules To Coach Your Sales e-Book
By Joe Crisara
This e-Book is a PDF file that covers "The 6 Rules To Coach Your Sales." For Sales Managers, this is a great resource that will help you work with the principles that can help everyone on your team succeed. For sales people or technicians, you can use the material to coach your own behaviors and check your self to see if you are working with or against the tide. Read through this material and use it to improve today. . . .
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e-Book: If Barack Obama Was Your Sales Manager
By Joe Crisara
Finally it's over. One of the most dramatic, gut wrenching and yes, historical political campaigns ever witnessed by the world. The run for President of The United States of America between Senators John McCain and Barack Obama was truly one for the ages. It was a campaign that evoked a full range of emotions for everyone who watched with interest. It will no doubt impact all of us for generations to come. . . .
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E-Book: What Alfred Hitchcock Could Teach You About Sales
By Joe Crisara
Are your sales presentations lacking in excitement? Do even YOU get tired of hearing yourself say the same old things over and over again? Odds are you suffer from SCRIPS or "Service Contractor Repeating Industry Presentation Syndrome." That's right you've been drawn in to the industry "norm" and trained to give a standard contracting industry snooze fest when you present your services to a customer. . . .
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E-BOOK: Art Of War - The Changing Manager Changes Results
By Sun Tzu adapted by Joe Crisara
In this adaptation of the famous book The Art of War written by the ancient general Sun Tzu, we learn the leson of how managers and owners can hesitate in their ability to make tough decisions that stand in the way of the results that will make them successful. Should you let the human cost get in the way of your success? read the stunning ancient lesson here. . . .
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DOWNLOAD: Energy Evaluation Booklet
By Joe Crisara
This is a booklet that your tech or energy evaluator can take with them to find problem areas on a home energy evaluation. The form illustrates a three point audit including the HVAC equipment, air delivery systems and also the home thermal envelope. You can use in conjunction with the ad or post card that generates the audit. Use this form as a guidline to identify the energy faults that lead to your presentation. . . .
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DOWNLOAD: e-Book Involving Your Buyer To Sell More
This e-book special report titled "Involving Your Buyer To Sell More" is an outline of our Hour Of Sales Power Meeting that featured Rick Picard and Joe Crisara. In this special report we go over the importance of creating an atmosphere of involvement between you and your buyer so you can gain more commitment. Often times your success or failure will ride on your ability to capture the buyers attention. This report outlines how. . . .
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DOWNLOAD e-Book: How To Manage Unprofitable Customers
An Office Works Special Report
This e-book special report is a summary of our Office Works video segment on how you can identify and attempt to manage unprofitable customers in a service business. Customers who consume company resources without contributing to the profit can infringe on the goodwill and ability of your company to serve your customers who are profitable. Watch and learn to evaluate the profitability of your customers . . .
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DOWNLOAD: Your Wish Is My Command
By Joe Crisara
Remember when we younger and we first heard the story of the magic genie that would grant our every wish? I am sure that after hearing this parable as a child, you have no doubt often fantasized later in life about how wonderful it would be if we actually had such a resource that could make our every wish come true. The truth is that we actually do have this resource available to us. . . .
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DOWNLOAD: The Money Warning e-Book
By Joe Crisara
If you don't present the highest solutions, odds are it's because you are afraid. The fear of loss can wash over us when thinking about what your customer would do if you showed them what it would really cost for the MOST premium solution you could do for them. They might get upset, flood over with emotions, and throw you out of the house or at the very least create the perception of poor value which will lead to losing the job. This irrational fear is based on . . .
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DOWNLOAD: Leave The Proposal & We'll Call You Back
By Joe Crisara
Do I, or do I NOT leave my proposal behind? That is the question. This sounds like something our of a Shakespeare drama. In fact, it may be the most important determining factor that can identify you as being a fully evolved "sales closer." To what degree you have fully committed to an answer to question with the right answer. Are you a "Defcon Level 1 -- Human ATM Machine" sales professional? . . .
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