 |
|
|
|
 |
|
|
|
 |
|
|
|
 |
|
|
|
 |
|
|
 |
|
|
|
|
|
 |
|
|
|
|
|
|
|
SERVICE TECHS - What minimum sales revenue goal does your company expect from you every week?
|
|
|
|
|
View Survey Results
|
|
|
|
 |
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.
|
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? . . . keep reading
|
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. . . . keep reading
|
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
|
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
|
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
|
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. . . . keep reading
|
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 . . . keep reading
|
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 . . . keep reading
|
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
|
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
|
DOWNLOAD: Verbal Packaging For Equipment Presentations
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. Email ideas you have to joe@contractorselling.com and I will update this list . . . keep reading
|
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 . . . keep reading
|
|
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 . . . keep reading
|
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. . . . keep reading
|
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. . . . keep reading
|
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. . . . keep reading
|
If Tony Soprano Was 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? . . . keep reading
|
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. . . . keep reading
|
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 . . . keep reading
|
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 . . . keep reading
|
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. . . . keep reading
|
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. . . . keep reading
|
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. . . . keep reading
|
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 . . . keep reading
|
|
|
ContractorSelling BLOG
