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SERVICE TECHS - What minimum sales revenue goal does your company expect from you every week?
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Sales Management Success Tools
Welcome to the Sales Management Success Library! This area is full of tools to help you create a more profitable winning team. Inside you'll find most everything you'll need to improve your sales.
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DOWNLOAD: Managers Sales Call Debriefing Form
By Joe Crisara
What do you say to a sales person or tech that is burning through leads with poor results? The answer is not to say anything but instead to ask key questions that reveal what the problem or bottleneck may be. These questions help reveal the real problem with lost sales. Watch the response of the person you are questioning. The more fluidly that can answer . . .
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ARTICLE: 7 Reasons Sales Managers Fail
By Colleen Stanley
Have you been scratching your head wondering why your sales team is not hitting revenue goals and aren't going to succumb to blaming the economy? Do you feel like you're doing everything you can and giving your all as a manager but are not getting consistent results? Read on to determine if you are a product of these 7 reasons sales managers fail . . .
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VIDEO: The Science Of Selling
Courtesy of the PBS series Frontline
Can marketers really get inside a consumer's head to influence the choice they will make? For market researcher Clotaire Rapaille, the answer is yes. He believes all purchasing decisions really lie beyond conscious thinking and emotion and reside at a primal core in human beings. As chairman of Archetype Discoveries Worldwide, he helps Fortune 500 companies discover the unconscious associations for their products . . .
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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: Coaching Prep Form
By Joe Crisara
Use this coaching prep form to guide you though finding out the "mindset" of your front line people who sell your services to your customers. Be creative and use it to find out what level your tech, sales person or perhaps even a future job applicant sales skills are at. You can also use it to give to your people before individual coaching sessions you have with them. Review the answers they give to find areas you can help them. . . .
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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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ARTICLE: 7 Mistakes Of Bad Sales Managers
By Joe Crisara
Being a sales manager or anyone who is accountable for the results of your sales team is one of the hardest jobs in the world. It requires a thorough knowledge of marketing, sales techniques, pricing and above all profit. In the end, the manager or owner is ALWAYS to blame when results are poor and never get credit for success. Who would take this job? . . .
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ARTICLE: Turnover Tonic
By Chason Hecht
In many industries, employee turnover is at a record high. And turnover costs more than you think. Replacing an employee involves all of the direct costs of hiring, including advertising and recruiting costs, as well as hours of management time spent reviewing resumes, interviewing and checking references. There are also orientation and training costs for the new employee. . . .
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ARTICLE: How to Fire a Salesperson
By Adrian Miller
One of the most challenging and critical responsibilities of a sales team leader is knowing when and how to fire a salesperson. While terminating any employee is always somewhat painful and stressful, letting go of someone who has direct contact with a company's clients and prospects can be a potential minefield if not managed correctly. . . .
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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: 8 Person Quarterly Revenue Results
By Joe Crisara
This new 8 person capacity revenue results scoreboard gives you and your technicians or sales people a visual trend of how they are meeting the goals of the company throughout the quarter. You and the rest of the company will know everybody is doing. Download this sheet and have it blown up at your local printersto a poster board size. . . .
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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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DOWNLOAD: Life Balance Planning Worksheet
By Joe & Julie Crisara
The life balance worksheet can be used to plan both long term and short term goals. The worksheet is broken down into three different distinct areas, Business and professional which helps you think about future goals, opportunities and relationships. In the personal planning area it cover fitness, self planning and relationships for the personal part of your life, In the middle section the utility are help to take care of the assets both personal and professional. . . .
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ARTICLE: If Bill Belichick Were 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 . . .
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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 . . .
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DOWNLOAD: Sales Results vs Earnings Calculator
Are you earning what your worth? Use this calulator to find out the answer to the many questions about your sales results and earnings. You can use this to set goals to help you increase your pay. Also it can be a handy management evaluation tool that can aid in knowing whether a sales person is actually earning their keep or if they may deserve more money. Have fun projecting the what if. . . .
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DOWNLOAD: Quarterly Revenue Results Scoreboard
By Joe Crisara
This revenue results scoreboard gives you and your technicians or sales people a visual trend of how they are meeting the goals of the company throughout the quarter. You and the rest of the company will know at a glance who is doing well and who could use more guidance. Download this sheet and have it blown up at your local printers or Kinko's to a poster board size, or even larger . . .
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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 . . .
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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 . . .
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Now Hold Your Sales or Service Meeting Via Teleconference!
By Joe Crisara
Have you ever thought of holding a company sales, service or internal staff meeting via phone in tele-conference? If not, think of the cost savings that this tool could be to supplement or replace your live meetings. Imagine you holding a CSR & Dispatch meeting with the entire staff WITHOUT them having to actually be present. The same with salespeople or techs! Here is the new tele-seminar service and the features that you will love . . .
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ARTICLE: Why Are My Employees Acting This Way?
By Joe Crisara
Everybody is eventually faced with personal crisis in their lives. For some, these emotional turning points can manifest itself in bad behavior at work. Sometimes stress, as a result of catastrophic changes in the personal or professional lives of your people, can show up in different ways. To you the owner, this looks like Trucks trashed with garbage every night . . .
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VIDEO: The Sales Buzz - How To Avoid Fatal Sales Management Pitfalls Part 3
By Bill Brooks
Bill Brooks talks about sales management and how to avoid serious problems in managing salespeople. This is part three in a series that will provide you with a unique and honest insight into sales management and the mistakes that most people make and also what can make you more effective. Listen and learn about how to expedite the sales process in a high profit business. . . .
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VIDEO: The Sales Buzz - How To Avoid Fatal Sales Management Pitfalls Part 2
By Bill Brooks
Bill Brooks talks about sales management and how to avoid serious problems in managing salespeople. This is part two in a series that will provide you with a unique and honest insight into sales management and the mistakes that most people make and also what can make you more effective. Listen and learn about how to deal with operational issues in a high profit business. . . .
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VIDEO: The Sales Buzz - How To Avoid Fatal Sales Management Pitfalls Part 1
By Bill Brooks
Bill Brooks talks about sales management and how to avoid serious problems in managing salespeople. This is part one in a series that will provide you with a unique and honest insight into sales management and the mistakes that most people make and also what can make you more effective. Listen and learn about the importance of evaluating the impact of the sales manager in a high profit business. . . .
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ARTICLE: If Tony Soprano Were Your Sales Manager
By Joe Crisara
Sunday evening I was watching one of my favorite shows that many of you may know called the Sopranos which is on HBO. I know it seems that this is a product of the twisted mind of a sales consultant who has been on the road for a few weeks too long but I began to think while I watched the plot unfold. What if Tony Soprano was your sales manager? . . .
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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: Silence is a Sale's Best Friend
By Tom Richard
Waiting for his flight home to Connecticut, my brother heard his name announced over the airport intercom system. As he walked to the counter by the gate, he knew he was in for some bad news. His suspicion was correct. The attendant told him the flight had been overbooked, and asked if he would give up his seat for a $200 travel voucher. Tired from the long weekend and in no mood to argue . . .
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Ten Ways to Avoid Price Objections
That's right, the natural laws come into place here. In the world today the buyer will either force you to either provide more value to get the price you need. Or they will force you to lower your price if you refuse to raise your value. There is no doubt& Without value-added components, any product or service can be driven down to the most bottom line - price. . . .
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ARTICLE: Nice Guys Finish First
By Tom Richard
After months of thorough comparisons and detailed product demonstrations from a litany of worthy suitors, it was time for the owner's final decision. Just three vendors remained, yet only one would be awarded the large equipment purchase. On his way into work, the owner felt confident in the choice he finally made the previous evening. He grabbed his cup of coffee and headed into his office to check his messages. . . .
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DOWNLOAD: Contracting Business Confidential HVAC/PE Employee Job Satisfaction Survey
You want the truth? If you are like many contractors, you can't handle the truth. Why is it that we have such a hard time attracting new employees to work for us yet it never seems to occur to us to ask the very people that could shed light on the problem. Many contractors just suffer in stoic silence as they lose potentially great, profitable employees. Use this confidential survey to find out what is really going on. . . .
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ARTICLE: Drop Your Baggage and Chase That Money!
By Tom Richard
The rain was coming down hard as my flight landed at the airport. I had been running a seminar all day in New York. It was late, I was tired, and I wanted to find my car quickly to get home to my family. As I walked through the airport garage, something on the ground caught my eye. It looked like wadded up money. Curious, I crept up on the crumpled paper . . .
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Shyness-A Habit That Hurts More Salespeople Than Smoking or Drinking
Dr. Gary S. Goodman
80% of Americans are shy in at least in some situations, according to Dr. Phillip Zimbardo of Stanford University, who reported this finding in his book, SHYNESS. That makes shyness a more universal disability and a more vexing problem than excessive smoking or drinking. I've trained boisterous, burly 250 pound salesmen who have no trouble exuding confidence when closing deals face to face, but they break into a cold sweat when they're asked to get on the phone and make a few calls. . . .
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ARTICLE: Contracting Management Principles Disarmingly Simple
By Joe Crisara
Managing a contracting business is one of the most challenging and un-rewarding jobs that anyone could ever wish on a person. That is, if that person is left untrained and un-empowered to be successful. The biggest problem stems from the vast amount of things that happen on a day-to-day basis that come at you from the side. The job is much easier when you consider a basic principle of management. What is this magic principle that will make it so easy? . . .
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AUDIO: NEW! LIVE Total Immersion Coaching Sessions
This is a "Juke Box" of live audios that have been recorded during coaching sessions with the participants of the Total Immersion Summit sales training. You will hear real techs and sales people tell their stories of how they have struggled and also succeeded using the Total Immersion System. Understand that this is unedited so it may be a little rough. . . .
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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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SALES LETTER: Have You Fired Us?
By Joe Crisara
A couple of days ago a prospective contractor member named Martin Hoover emailed me. He asked me if I had any sales letters he could send to his old clients who stopped doing business with him. He said if I had anything in my "vast archives" that I could give him that he liked, he would then join our platinum membership here at ContractorSelling.Com as his reward to me. Needless to say Martin Join our site today. If you need anything please challenge me. . . .
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Management 101: NBC's "The Office" Shows Us How Not To
By Joe Crisara
In case you a hard working contractor and don't get the chance to watch too much television, you may want to tune in to the NBC sitcom, "The Office" for a lesson in management. You will learn to hone your management skills by seeing what NOT to do as you watch the many accidents waiting to happen as the team from the fictional "Dunder Mifflin" paper company fumble there way to mediocrity. . . .
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Breakfast of Sales Champions
By Tom Richard - Guest Author
Not many of us are willing to stand onto the bathroom scale the morning after a Thanksgiving feast. This year I was brave. I stepped onto the bad news oracle, wondering if I would regret seeing those unambiguous numerals. When the numbers stopped flashing, I stared at the scale in horror. I shook my head as yesterday's menu replayed in my mind. My morning plans were quickly changed. Instead of grabbing the newspaper & coffee, I grabbed my running shoes . . .
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AUDIOS: "Sales Super Hero" Teleseminar with Craig Roggers
By Joe Crisara
This teleconference is AN INSPIRATIONAL STORY featuring a sales person that started in the HVAC industry last year with absolutely NO EXPERIENCE. If you have a sales person that is working for you OR you ARE one that is struggling to sell and close deals, you must listen in to hear Craig Roggers and his story of struggle and eventual success. He was literally ONE WEEK away from hanging it up and now is one of the top sales people . . .
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AUDIO: Rick Picard - How "$4 Million Dollar Man" Kills Holiday Slumps & Year End Results Review
By Joe Crisara
This telelseminar held on December 21st, 2006 with my great friend Rick Picard was a smash hit and possibly the best information on sales I have heard yet. Rick who is a residential comfort advisor that follows our "Total Immersion" sales system and now sells $4 Million Dollars a year in residential replacement sales with no new construction. Rick simply takes responsibility for EVERYTHING that happens on his calls and DOES NOT blame customers, the holidays or anything else . . .
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Sales IQ Test
By Julie Crisara
The Sales IQ test is the pre-training exam that we do when a company signs up a tech or sales person for our Generation NexTech "Total Immersion" Sales Summit. We call each participant and have dialogue with them to determine for the owner if sending this person will be worth their investment. This test has helped us to eliminate some people from coming to the class and then in turn failing. You can use this to evaluate your team or perhaps when interviewing a job applicant. . . .
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VIDEO: The Michael Jordan "Failure Story" - A Clue To Your Success
By Joe Crisara
This video is a paradigm shifting way to look at failure. If you know how others or yourself have failed, then all you have to do is the opposite of what failed and it will usually lead to success. Of course the definition of madness as we know it is to do the same thing that is failing over and over and expecting a different result. Watch this video on the "failure" of Michael Jordan . . .
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ARTICLE: Employee Bonus Plans: Part 1
By Julie Crisara
The new millennium is here and your employees want to know, "What's in it for them?" This cry for recognition seems like a new phenomenon, but upon closer exam is really an age old problem. How do we compensate everyone in the company for superior results? Not just field employees but office and internal staff as well. This is the beginning of a series of dialogue we will continue on this subject. . . .
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DOWNLOAD: Weekly Management Summary Report
The weekly management summary report is a snapshot of how the company is operating each week. Just assign different reports to your key people do generate each week and have each department or manager to fill in the appropriate information. Running a service company without this imprtant information is like driving a car without a steering wheel. If you find that your company is off course from the goals you have set, then adjust each week and improve in the areas needed.
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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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ARTICLE: The 4 Elements of Contractor Service
By Joe Crisara
There are four elements in every contractor service business that you currently sell. Understand these are the foundation of service success. If we knew what customers wanted we could more easily provide it to them. That is why understanding these elements are so important. Read them here... . . .
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ContractorSelling BLOG
