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Feature Articles
Find the latest feature articles here! Be sure to click the 'view more articles' link at the bottom of the page to read articles you may have missed.
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Joe's Recommended Reading For Top Sales Professionals
By Joe Crisara
Here is a list of required reading that I personally recommend for top sales professionals. I promise that if you read these books, and you really want to improve, a fire will be lit inside of you that may change your life forever. This material is that powerful. Please read them and then live the life you have always imagined. . . . keep reading
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ARTICLE: 13 Things To Avoid When Changing Habits
By Leo Babauta
I've learned a lot about changing habits in the last 2 1/2 years, from quitting smoking to taking up running and GTD and vegetarianism and waking early and all that. I could go on, of course, but you get the picture. I've not only learned a lot about what you should do when changing habits, but through my failures, I've learned about what not to do. And trust me I've had lots of failures. I've found failures to be just as important as successes when trying to learn how to improve, especially when it comes to changing habits. . . . keep reading
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ARTICLE: Buyers Remorse Story With "Rolls Royce" Ending
By Joe Crisara
When you are a higher priced and more premium company, you NEVER have to defend or justify your price. Would you ever complain to the clerk at Nordstrom's over the price? How about if you were buying a Rolls Royce? Would you actually haggle over a cheaper one? Imagine yourself in the Rolls Royce showroom, "$525,000 is outrageous!! I won't pay a dime over $520,000!" . . . keep reading
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ARTICLE: Jacob's Dream of Egypt Worth Asking For
By Joe Crisara
Little 7 year-old Jacob's latest lesson that sales people could learn, stems from his unique ability, unfettered by the brainwashing that adults have been subjected to through the years, to dream and unabashedly ask for anything he wants in the universe. Last week, Aunt Julie had another conversation with the little fella' and as usual tried to entice him to come out and visit us . . . keep reading
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ARTICLE: Study Shows For Consumers Ignorance Is Bliss
By Joe Crisara
When it comes to shopping, researchers at the University of Iowa have found that sometimes ignorance really is bliss. This goes along with what I have been saying for years, against the conventional tide of the contracting industry, about providing too much jargon like BTU's, SEER and other non-sensical trade terms when selling to your customer.In what they call the "Blissful Ignorance Effect," . . . keep reading
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ARTICLE: The Clear Benefit of a Clear Head
By Tom Richard
There are few things as frustrating as trying to find something that you need quickly. Just the other night, I was packing my gym bag with the next day's outfit and realized I couldn't find my pair of black shoes - the pair of black shoes I hadn't worn in over a month. Worry began to set in as I looked for them. My searching became frantic as I continued to check the closet by the back door, my bedroom closet . . . keep reading
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6 Year-Old Nets New Toy With "Money Warning"
By Julie Crisara
Last week was my nephew Jacob's birthday. He would be turning 7 on Wednesday and is in the first grade. Like usual I was shopping for a last minute birthday gift for him and had no idea what to get him. After spending hours racking my brain about the whole thing I decided to just give him a call and ask him what he wanted directly. You know the age old question, "What do you want for your birthday?" . . . keep reading
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ARTICLE: One Man's Joy, Is Another's Bitter Disappointment
By Joe Crisara
Think about it. Most of the time we spend competing, whether we win or lose, is used up worrying about what the opponent will do next, or our next situation or practicing for the worst thing that could happen. This is true both in the sales profession as well as in football. When you or your team is winning, can you really ever enjoy it as much as you would like? . . . keep reading
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ARTICLE: Surviving A Recession As a Service Contractor
By Mike Morosi
On every list serve I subscribe to there has been talk and even panic about the current economic conditions&& I know that most of the country is still doing just fine. But there are some cities and towns that are now in real trouble. Here are some tips for service contractors based on my experience in having helped many clients survive much worse over the past 30 years. As we look at the steps . . . keep reading
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ARTICLE: High Price Raises Perception of Quality
By Joe Crisara
In an article in the January 2008 Economist magazine, a study was cited that was done by Dr. Antonio Rangel of the California Institute of Technology. Rangel found that if people are told a wine that they are tasting is expensive, the perception in their brain evolves to increase the quality of the wine they had consumed based on nothing other than higher price meaning a higher quality. . . . keep reading
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Warm Up to Your Work When Business is Cold
By Tom Richard
Because I rarely get sick, I often forget how miserable it can be to come down with a nasty virus. Unfortunately, I was reminded of its pain and misery when I was recently afflicted with some form of 24-hour bug. Unable to eat, sleep, or stay hydrated, I spent most of my time curled up in the fetal position, wondering how long I would be in such acute pain. Gathering all the blankets around the house, I covered myself completely . . . keep reading
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ARTICLE: The Four Laws of Simplicity
By Leo Babauta
The problem with many books and guides on simplifying your clutter, your work life, your desk, your life, is that they are usually too darn complicated. We need a simple method of simplifying. It's been nearly a decade since I first started trying to simplify my life, and in those years I've struggled with clutter . . . keep reading
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ARTICLE: When Was The Last Time Your Price Was Too Low?
By Joe Crisara
How many salespeople have you heard that suffer from the belief that their price is higher than their competition? These "happy losers" have fooled themselves and are in a perpetual state of self delusion. These sales people are just happy to keep showing up for each call falling victim to each excuse a customer gives them about the price being the issue. They actually have convinced their own brain that this is the reason . . . keep reading
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ARTICLE: Don't Let After Holiday Blahs Kill Your Sales
By Joe Crisara
The let down that most service companies suffer after the holidays can not only make you feel the dreary reality of winter, but can also put you and your company behind the eight ball for months trying to recover. One of the things that true professionals are great at is to segment their personal and professional lives. They avoid being subject to the ups and downs of both their lives and their careers. . . . keep reading
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ARTICLE: Should You Use Our Flat Rate System?
By Joe Crisara
I have been getting tons of inquiries from contractors looking for more information on the ContractorSelling.Com flat rate system. Our flat rate materials and books are exclusively used by our clients and over 600 members of our site. These members use our system to compliment the very persuasive way that they have learned to sell, using our material. If any of you are considering a purchase of a more traditional flat rate system such as an "excel" type list with 2,000 task numbers and a large database of parts, then you should probably consider one of the others you have no doubt already seen. . . . keep reading
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ARTICLE: Don't Clown Around On Your Next Presentation
By Joe Crisara
If you have been to a children's ward at most any hospital before, you will notice that the wall paper is decorated with whimsical drawings of circus clowns. At first glance it seems so "value added" that the hospital would try to inspire "cheer" in the tots by providing a fun theme like clowns. However a recent state sponsored study in Great Britain shows overwhelmingly that this view is NOT shared by the children patients . . . keep reading
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ARTICLE: Destined to Fail - The Truth behind New Year's Resolutions
By Tom Richard
Every New Year's Eve, before the stroke of midnight, we count down the minutes to not just another year, but also to the start of a fresh resolution. This resolution is a promise to ourselves that we created after much thought, after determining the one thing that could make our lives more complete, more fulfilling . . . keep reading
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ARTICLE: 7 Reasons Why Your Sales Results Suck
By Joe Crisara
First of all, let's face it, I use that word to get your attention and now that I have it let me explain. When any frontline sales professional in your company does not produce the results needed to pay for all the overhead, benefits, pay, education and everything else needed to pay for there fair share of these expenses, then they are "sucking" these valuable resources at the expense of other employees who ARE pulling their weight. . . . keep reading
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ARTICLE: Mastering The Pat Sajak Introduction
By Tom Richard
Watching the beginning of Wheel of Fortune has always bothered me. As Pat Sajak introduces each contestant, they are all given a few moments to tell us more about themselves. What follows is a string of formulaic responses from each contestant. The woman's introduction typically sounds like this: "Hi, my name is Nancy. I have a wonderful husband, Bill . . . keep reading
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ARTICLE: If Bill Belichick Was Your Sales Manager
By Joe Crisara
I have just finished up watching the New England Patriots beat the Pittsburgh Steelers. After this win, the rest of the season looks easy for this team on the championship march. I began to think& What if Bill Belichik was your sales manager? If he was, I could tell you that you would probably be very successful just because of his track record of putting together a winner . . . keep reading
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ARTICLE: If the "Dog Whisperer" Was Your Sales Manager
By Joe Crisara
As a manager or a sales person you could learn from watching Cesar and the way he goes about his job. Every week like you, Cesar helps his people (dog owners) overcome their greatest challenges by helping them find their true potential. He does this not by force but by helping our canine friends "discover" the right thing to do to become the dog they were always . . . keep reading
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ARTICLE: Watch For The Buying Signs
By Joe Crisara
You've heard people talk about them. We all think we know them when we see them but they are very hard to describe. What are they? They are buying signs of course. It's that magic moment when customers are ready to buy. That's right, when your prospect is ready to buy, they will tell you, but not with words. They will send out non-verbal signals that you can see if you watch and listen closely . . . keep reading
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ARTICLE: Customer Loyalty - What's Love Got To Do With It?
By Joanna Brandi
Customer Loyalty, we all want it. Don't we? Some people say it's dead - they say that customers are fickle, that they don't want loyalty, that they just want the lowest price and the fastest way to get it. Some say that customers have changed and that the pursuit of loyalty is foolish, since it's the customers that are not interested in it. I don't agree. Loyalty is not DEAD, it's just sleeping. . . . keep reading
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ARTICLE: Smallest Exchange Leads To Big Opportunity
By Tom Richard
Although you are parched, when the host you politely decline. "Are you sure you don't want something?" the host asks again, obviously sincere. "I'm sure. Thanks, though." As you take a seat on the couch, wondering why you declined his genuine offer. He returns with two bottles of water and places one on the coffee table in front of you. "In case you change your mind," he says with a smile. Quickly, your mind is changed. You lean forward and grab the cold bottle . . . keep reading
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ARTICLE: If Your Customer Isn't Focused On Price, Then Why Are You?
By Tom Richard
As a customer, there have been too many times that my buying experience has been steered by price. Without any indication that I was trying to save money, I have been led to the clearance items. I have had salespeople worrying about whether or not I would take advantage of their current special offer. I have called a business and been quickly informed that there is a minimum order requirement, although I hadn't intended on making a small order. . . . keep reading
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ARTICLE: Get the Business You Wish For by Standing Out
By Tom Richard
A few years ago I was tasked by my company to hire someone for a marketing position. The ad was posted and the floodgates were opened. We received hundreds upon hundreds of resumes for one, single position. As I sifted through about 500 resumes, I quickly grew a new appreciation for Human Resource managers who do this every day. However, as I looked at this mountain of paperwork, . . . keep reading
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ARTICLE: The Mistake of Multi-Tasking
By Tom Richard
After running a high-end business for over a year, I had things running exactly the way I wanted, with a high sales volume to prove that things were as they should be. Yet this unhealthy sense of control couldn't last forever. Eventually, I was required to leave my store for two whole days to attend a company-mandated training session in St. Louis. Being the first time in over six months . . . keep reading
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ARTICLE: Low Prices a USP For Losers & Disaster
By Joe Crisara
Take a close look at the slogan or "unique selling position" (USP) of this contractor. Do you think that customers find this claim to be credible? Honestly, could you really imagine hiring a contractor who uses this statement as the principle foundation on which they have built their business? There are two main problems with this outlook. . . . keep reading
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ARTICLE: Make Private Labeling a Success
By Joe Crisara
Ah yes, the good old days. The days where traditional brand names were king and manufacturers were emperors. We would all snuggle comfortably along side our favorite brand that gave our dad, uncles and grandfathers the warm, fuzzy feeling we all yearned for in a simpler time. I remember my uncle's arguing about whether Ford or Chevy was the best car. And my Godfather took me to Sears . . . keep reading
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ARTICLE: Selling While Shackled By Professionalism
By Tom Richard
Talking about death with a stranger can be an interesting experience, especially when the stranger is a lawyer and you are writing out your will. On our first visit with the lawyer my wife and I didn't know what to expect. We knew she specialized in estate planning, so we felt comfortable with her talent and expertise, but the weight of discussing our inevitable deaths made us uneasy . . . keep reading
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ARTICLE: 3 Tips To Uncover What Motivates Employees
By Joanna Brandi
Want To Motivate Employees? Here are 3 tips for uncovering what really turns them on according to workplace happiness and customer care expert JoAnna Brandi, one of the top challenges in any business is helping frontline employees to get and stay motivated as they build customer relationships, customer satisfaction and customer loyalty. She offers managers three tips . . . keep reading
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OFFICEWORKS REPORT: 7 Steps To Organizing Your Office
By Julie Crisara
Whether you already have an office, are moving into a new one, or are just moving into an office for the first time after working out of your home, the thought of setting up or organizing your office can be a daunting task. We usually find ourselves swearing to "get things organized around here for the last time." Let's face it. It can be very difficult to find something that we need . . . keep reading
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"Thanks for dropping
me a line and just to bring you up to date, I am meeting with that homeowner (I
thought was going to result in) "the kick in the balls" to sign a $15,000
contract. I appreciate all the information I get from the Hour of Sales
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Mike Allred
72 Degrees
Mundelein, IL
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Jim Pomroy
Gator Air Conditioning
Bradenton, FL
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Airpors, Inc.
Bradenton, FL
"Thank u so much for saving my career this has giving me the knowledge i
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Reynolds
Airstar
Dallas, TX
"Your HVAC seminar was eye opening, you ARE THE REAL DEAL! Come back soon
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Don Risher
Belair
Engineering
Upper Marlboro, MD
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Precision
Plus
Philadelphia, PA
"I wish I knew this stuff 30 years
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Comfort
Maxx
Camden, TN
"This stuff definitely works! In the 14 days after the
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Mike C.
Gem
Plumbing
Providence, RI
"Your material saved the day for me. You have helped me solve a problem
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Ed's HVAC
Dayton,
OH
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Stan Stupor
Oregon Heating
Portland,
OR
Thanks so much for your help. We joined Contractor
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myself pretty good at marketing and sales but after using some of your stuff I
know an old dog can learn new tricks. Thanks So Much.
Dan McMahan
All Right Htg &
Clg
Tifton, North Carolina
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