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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ARTICLE: Get a Verbal Packaging Makeover
By Joe Crisara
I received an email from a client who wondered how they could have avoided a customer complaint on a recent repair call they went on. The description the tech wrote on the ticket was "Replaced Stack Damper for 1st & 2nd Stage Boiler" for a price of $3,773.16 I am sure you who have been in the contracting business for awhile are not shocked that the customer was beside themselves over the cost of these "stack dampers." Especially after a quick internet search by yours truly showed that a "thermal stack damper" cost only $125. . . . 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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