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Hour Of Sales Power
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The Hour Of Sales Power Audios & Videos
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VIDEO: Closers Playbook - Running the "Mirror Play"
By Julie & Joe Crisara
In this segment of the Hour of Sales Power we take a page from the Closers Playbook. Joe Crisara interviews Rick in this segement as they dissect the "Mirror Play" which is a powerful technique that gets the buyer to looka t what they are saying or doing in the "mirror" to see a more functional path. Watch & learn as your buyer sells you. . . . keep reading
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VIDEO: Connecting Your Diagnosis To The Presentation
By Rick Picard & Joe Crisara
In this segment of the Hour of Sales Power we go in depth and examine how to ask questions to diagnose the customer and the technical issues. We then show how the answer to thses questions will connect with your presentation to create desire on the part of your buyer so that your presentation is "on code" for exactly what the buyer wants. . . . keep reading
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VIDEO: Selling Repairs On A/C Maintenance Calls
By Rick Picard & Joe Crisara
In this segment of the Hour of Sales Power we take a look at how to sell repairs on air condtioning maintenance calls. We also examine how we can inspire customers to ask you for a complete replacement oppportunity as well. Watch as we show you how to create curiosity and desire on these calls that will allow your customer to repair or replace their system . . . keep reading
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VIDEO: Closers Playbook - Running the "Reverse Play"
By Julie & Joe Crisara
In this segment of the Hour of Sales Power we take a page from the Closers Playbook. Julie Crisara interviews Joe in this segement as they dissect the "Reverse Play" which is a powerful technique that literally turns the buyer into the sales person as they "convince you" that they need what you are selling. Watch & learn as your buyer sells you. . . . keep reading
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VIDEO: SPECIAL EVENT - Pre-Qualifying Sales Opportunities
By Joe Crisara, Julie Crisara & Rick Picard
Watch this "Special Event" called Pre-Qualifying Sales Opportunities. In this video we combine the expertise of "Office Works" expert Julie Crisara with the powerfully functional $5.5 million dollar sales person Rick Picard with Joe Crisara as the moderator. Watch and learn how to "Tee It Up" for your sales team . . . keep reading
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VIDEO: Hour of Sales Power - Total Immersion Attendee Interview
By Joe Crisara
In this segment of the Hour of Sales Power we interview some of the attendees of the Total Immersion Summit that was held in Los Angeles in March 2008. These frontline sales people share with you what they think are the most important lessons they have learned from the training that they have attended. . . . keep reading
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VIDEO: Diagnosing Systems To Create Options
By Joe Crisara & Rick Picard
This Hour of Sales Power featuring Joe & Rick is focused specifically for electricians and how they can diagnose in a way that will help them create options for customers when making a presentation for customers. They go over the 6 things to consider when diagnosing before looking for the problem. Although it is slanted towards electrical, the info will work for any trade. . . . keep reading
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VIDEO: Hour of Sales Power - Electricians Overtime
By Joe Crisara & Rick Picard
This is a 60 minute overtime by popular demand of our Hour of Sales Power featuring Joe & Rick as well as electricians and Contractorselling.com members Gabe from Friendly Electric in New Jersey and Bill Jones of Jones Services, who is also an electrical contractor from New York. They talk about selling options for electrical . . . keep reading
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Hour of Sales Power: Closing When Prices Are Double
Joe, Rick & Justin
This video of a recent Hour of Sales Power features Joe interviewing both Rick Picard and a tech named Justin from Memphis Tennessee who achieves some excellent results using our Total Immersion System. They discuss some recent situations where their price was more than double the next competitor and still managed to sell it easily with a happy customer . . . keep reading
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VIDEO: Hour of Sales Power - Total Immersion Contractors
By Joe Crisara
In this segment we interview four powerful contractors who chose to attend the Total Immersion Summit that was held in Los Angeles in February 2008. These frontline sales people share with you what they think are the most important lessons they have learned from the training that they have attended. . . . keep reading
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VIDEO: Hour of Sales Power - Handling Frugal Buyers During a Slowdown
By Joe Crisara & Rick Picard
In this segment called, "Handling Frugal Buyers During a Slowdown" we talk about how to handle buyers who seek to get discounts or low prices during a slow economy. This is our famous Hour of Sales Power which was broadcast via LIVE streaming TV. Watch and see how to sell your quality when your business is traditionally slower. . . . keep reading
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VIDEO: Hour of Sales Power - Stopping Buyers Remorse
By Joe Crisara & Rick Picard
In this segment called, "Stopping Buyers Remorse" we talk about how to avoid losing a job after it was apparently sold. We also touch base on how collecting payment plays into this as well. This is our famous Hour of Sales Power which was broadcast via LIVE streaming TV. This meeting was held with Joe in Austin, Texas while on the road. Watch and see how to solidify your sale. . . . keep reading
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VIDEO: Hour of Sales Power - The Closing Funnel
By Joe Crisara & Rick Picard
In this segment called, "The Closing Funnel" we talk about the different times during a call when the client is giving signs that they want to buy. This is our famous Hour of Sales Power which was broadcast via LIVE streaming TV. We show you how to put the customer into the vortex that causes them to close themself so you don't have to. . . . keep reading
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VIDEO: Your Wish Is My Command - The Power of Asking
By Joe Crisara & Rick Picard
In this segment called, "Your Wish Is My Command - Unleash the Power of Aksing" we talk about the most powerful skill that a sales professional could develop to increase their effectiveness. This is our famous Hour of Sales Power which was broadcast via LIVE streaming TV. We explore the lost skill of questioning and show you how your inner Genie can make your wish come true. . . . keep reading
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VIDEO: Hour of Sales Power - The Money Warning
By Joe Crisara & Rick Picard
In this segment of the Hour of Sales Power we go over how to alleviate the fear that can restrict our ability to create premium option for higher prices. This part of the sales process which happens immediately before you make your presentation to the customer is called the "Money Warning." Learning to use the principles of this powerful technique can increase your average sale and make your customer happier. . . . keep reading
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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 . . . keep reading
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VIDEO: Hour Of Sales Power - Don't Call Us We'll Call You
By Joe Crisara
One of most exciting segments we have done, "Don't Call Us, We'll Call You" will go down as a keeper for any sales person to watch. This is our famous Hour of Sales Power which was broadcast via LIVE streaming TV. In this segment we explore the wisdom (Or lack of it) of leaving behind "proposals" after you leave. Watch and learn how to stop coughing up the most valuable thing you have . . . keep reading
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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? . . . keep reading
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VIDEO: Hour Of Sales Power - "Convince Me" Buyer Types
By Joe Crisara
This segment of the Hour of Sales Power was broadcast via LIVE streaming TV. In this segment we go over the convince me step with 3 unique types of buyers. Watch and learn how to get your customers to sell you on what they want. Make them convince you to do business with them before you give any prices. . . . keep reading
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VIDEO: Hour Of Sales Power - The Inside Game of Selling
By Joe Crisara
This segment of the Hour of Sales Power was broadcast via LIVE streaming TV. This meeting was titled, "The Inside Game Of Selling - Using the 6 Weapons of Influence." We begin by exploring how your beliefs create your results and how some of the mental baggage you carry with you can sabotage your results. We finish with how to overcome . . . keep reading
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AUDIO: Hour Of Sales Power - Handling a "6 Pack" of Objections
By Joe Crisara
This segment of the Hour of Sales Power was broadcast via LIVE last week. In this segment we go over how to handle a "6 Pack" of objections at the end of your presentation. This is pure objection handling skills at it's finest in this audio. Want to hear how to handle think it overs? Listen and learn as Joe and Rick go back and forth handling your toughest objection. . . . keep reading
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VIDEO: Hour Of Sales Power - Get a Decision When You Present
By Joe Crisara
This segment of the Hour of Sales Power was broadcast via LIVE streaming TV. In this segment we go over how important it is to align your presentation with the time when your customer will make a decision. Watch and learn how to present your options at the right time. Get a decision when you present and you will get a yes 60% of the time. . . . keep reading
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AUDIO: Hour Of Sales Power - Selling When It's Busy
ContractorSelling.Com Members Exclusive
This is a ContractorSelling.Com members exclusive feature. One of the most frustrating things is when a contracting business gets swamped with opportunity but then fails to profit during this time. That right, many contractors have seen profit go down when they are busy. Why is hard to be profitable when during busy seasons? Please listen and find out the reason and what to do about it! . . . keep reading
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AUDIO: Hour Of Sales Power - Using the Law of Scarcity - Craig Roggers
ContractorSelling.Com Members Exclusive
This is a ContractorSelling.Com members exclusive feature. Think about it. Are things more valuable when they are scarce or when they are plentiful? How can you use this powerful law of persuasion to your advantage? Listen to Craig Roggers of Oregon Heating as he shares how he brings scarcity to his sales process. Please listen and enjoy! . . . keep reading
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AUDIO: Hour Of Sales Power - Listen Better To Sell More
ContractorSelling.Com Members Exclusive
This is a ContractorSelling.Com members exclusive feature. Universally, everyone will admit that they could be a better listener. For sales people and techs this skill is not only important but can be the difference between a career which results in financial rewards or ruin. How can you be a better listener and how will it help your results? Please listen and enjoy! . . . keep reading
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AUDIO: Hour Of Sales Power - Lead Turnover Best Practices
ContractorSelling.Com Members Exclusive
This is a ContractorSelling.Com members exclusive feature. Bringing together your service department and your sales people can be a challenge sometimes. In companies with closing rates over 80% one of the essential components is to have techs tuenover leads to the sales people in a quality fashion. Although this seems easy, if you listen here you will find many things that can screw up this great opportunity before it gets started and what to do about it. Please listen and enjoy! . . . keep reading
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AUDIO: Hour Of Sales Power - Get a Clear Future at the End Of Your Call
ContractorSelling.Com Members Exclusive
This is a ContractorSelling.Com members exclusive feature. Finding out what will happen next and the end of each customer interaction is one of the keys to avoiding a follow up phone call. Let's face it getting a clear future is essential to avoiding the mutual mysification between you and your client. How to avoid this problem? Please listen and enjoy! . . . keep reading
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AUDIO: Hour Of Sales Power - How To Stop "Think It Overs"
ContractorSelling.Com Members Exclusive
This is a ContractorSelling.Com members exclusive feature. The number one killer of sales careers? That's easy. It's the dreaded "Think It Over." How many times has your presentation and the entire call went great only to get this response from the customer at the end. Can you overcome it? Yes you can very easily. Please listen and enjoy! . . . keep reading
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AUDIO: Hour Of Sales Power - Respect-Honor-Trust The Highest Form Of Sales
ContractorSelling.Com Members Exclusive
This is a ContractorSelling.Com members exclusive feature. Everyone knows that getting your buyer to respect, honor and trust you is essential in selling. Is it possible to make these things happen or is it only by chance? Here is a surefire strategy that will build a connection with you and the buyer that will make you irresistable. Please listen and enjoy! . . . keep reading
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AUDIO: Hour Of Sales Power - Killing Objections Early
ContractorSelling.Com Members Exclusive
This is a ContractorSelling.Com members exclusive feature. The best time to handle objections is early in the call. In this segment we will explore how salespeople and techs keep blowing through the "yellow lights" that will eventually lead them to be hit from the side when they present their prices. Please listen and enjoy! . . . keep reading
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AUDIO: Hour Of Sales Power - Letting Your Buyer Sell You
ContractorSelling.Com Members Exclusive
This is a ContractorSelling.Com members exclusive feature. You may have heard the term "let the buyer sell themselves" before. In this segment we show you how the buyer can be influenced to not only sell themselves but also sell you. Remember the first person who has to be sold is you before you will achieve success. Please listen and enjoy! . . . keep reading
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AUDIO: Hour Of Sales Power - How To Create Value At Higher Prices
ContractorSelling.Com Members Exclusive
This is a ContractorSelling.Com members exclusive feature. The eternal problem for sales people. Your prices are higher than the competitor. Can you overcome this seemingly insurmountable objection or even avoid it altogether? Listen to this segment and leanr how the top pros not only overcome this issue but fully embrace it when they sell. Please listen and enjoy! . . . keep reading
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AUDIO: Hour Of Sales Power - Creating Desire In Your Buyer
ContractorSelling.Com Members Exclusive
This is a ContractorSelling.Com members exclusive feature. Many buyers prestend they have little desire to purchase your services and products even though they have invited you to their home to "look into" purchasing. In this audio we show you how to break through this barrier and create interest, desire and curiosity in your customer. Please listen and enjoy! . . . keep reading
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AUDIO: Hour Of Sales Power - Going To The 4th Dimension
ContractorSelling.Com Members Exclusive
This is a ContractorSelling.Com members exclusive feature. The difference between real professionals who have over 70% close rates with average invoices over $10,000 starts with their ability to take the sales interaction to a whole new dimension. When everybody else is selling using outdated models, these people get it just right all the time. Please listen and enjoy! . . . keep reading
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AUDIO: Hour Of Sales Power - When To Present Your Prices
ContractorSelling.Com Members Exclusive
This is a ContractorSelling.Com members exclusive feature. Many salespeople go through painstaking lengths to create a great presntation of the services and prices only to blow it by making the presentation at the wrong time. As you have heard in life, timing is everything Even a bad presentation at the right time will do better than a good one when it's the wrong time Please listen and enjoy! . . . keep reading
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AUDIO: Hour Of Sales Power - The Heavy Hitters Club
ContractorSelling.Com Members Exclusive
This is a ContractorSelling.Com members exclusive feature. One of the most gratifying things about ContractorSelling.Com is the hundreds of members who have shared their stories of going from despair to success by using our material. Please listen and enjoy! . . . keep reading
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AUDIO: Hour Of Sales Power - The Danger Line
ContractorSelling.Com Members Exclusive
This is a ContractorSelling.Com members exclusive feature. This segment explains the concept of the "Danger Line." This is the concept of finding out what the customers perception of your competiton and of you really are. Find how others have failed so you don;t follow the same path. Please listen and enjoy! . . . keep reading
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AUDIO: Hour Of Sales Power - Creating Packages To Present
ContractorSelling.Com Members Exclusive
This is a ContractorSelling.Com members exclusive feature. This segment explores how to creates packages to be able to present to your customer. Why sell in pieces when you can have your customer buy in bigger chunks. That is the power of packaging. Please listen and enjoy! . . . keep reading
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AUDIO: Hour Of Sales Power - Open Mike Night Members Shout Out
ContractorSelling.Com Members Exclusive
This is a ContractorSelling.Com members exclusive feature. This segment features our open mike night where we open the stage to our members for their greatest challenges. We then try to help each member in real time with a solution to help them reach their goals. Please listen and enjoy! . . . keep reading
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AUDIO: Hour Of Sales Power - Interview With Rick Allgeier
ContractorSelling.Com Members Exclusive
This is a ContractorSelling.Com members exclusive feature. This segment features Rick Allgeier who was the winner of our "Why I Should Be Totally Immersed essay contest. Rick shares his stories of success with us. Please listen and enjoy! . . . keep reading
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AUDIO: Hour Of Sales Power - 1st Call and 2nd Call Expectations
ContractorSelling.Com Members Exclusive
This is a ContractorSelling.Com members exclusive feature. This segement goes over the expectation a sales person or tech should have on the 1st part of the call to find information and also on the 2nd part of the call to present options. You will hear how millions of dollars in sales are rung up by these pros. Please listen and enjoy! . . . keep reading
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AUDIO: Hour Of Sales Power - An Electrician's Success Story
ContractorSelling.Com Members Exclusive
This is a ContractorSelling.Com members exclusive feature. This segement features Joel Mejia from San Bernardino who is an electrician that has had major success in presenting his solutions to his customers. Listen as Joel share his stories of success. Make no mistake. This is a NO FLUFF zone that is not for the faint of heart. You will hear how millions of dollars in sales are rung up by these pros. Please listen and enjoy! . . . keep reading
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AUDIO: Hour Of Sales Power - Emotion Versus Logic In Selling
ContractorSelling.Com Members Exclusive
This is a ContractorSelling.Com members exclusive feature. This segement is called Emotion versus logic in selling your services. How does your customer make their purchase? You will only hear the most powerful sales people on the planet share their stories here. Make no mistake. This is a NO FLUFF zone that is not for the faint of heart. You will hear how millions of dollars in sales are rung up by these pros. Please listen and enjoy! . . . keep reading
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AUDIO: Hour Of Sales Power - The Power Of Differentiating Yourself
ContractorSelling.Com Members Exclusive
This is a ContractorSelling.Com members exclusive feature. This segement is called The Power Of Differentiating Yourself. Learn to separate yourself from the competition. You will only hear the most powerful sales people on the planet share their stories here. Make no mistake. This is a NO FLUFF zone that is not for the faint of heart. You will hear how millions of dollars in sales are rung up by these pros. Please listen and enjoy! . . . keep reading
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AUDIO: Hour Of Sales Power - The Sequence Of a Sales Call
ContractorSelling.Com Members Exclusive
This is a ContractorSelling.Com members exclusive feature. You will only hear the most powerful sales people on the planet share their stories here. Make no mistake. This is a NO FLUFF zone that is not for the faint of heart. You will hear how millions of dollars in sales are rung up by these professionals. This segement is called The Sequence Of a Sales Call. Please listen and enjoy! . . . keep reading
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AUDIO: Hour Of Sales Power - Old School Selling Versus New School
ContractorSelling.Com Members Exclusive
This is a ContractorSelling.Com members exclusive feature. You will only hear the most powerful sales people on the planet share their stories here. Make no mistake. This is a NO FLUFF zone that is not for the faint of heart. You will hear how millions of dollars in sales are rung up by these professionals. Listen in as the "$4 Million Dollar Man" and his cast of others share the secrets of selling success . . . keep reading
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AUDIO: Hour Of Sales Power - Heading Off Objections
ContractorSelling.Com Members Exclusive
This is a ContractorSelling.Com members exclusive feature. You will only hear the most powerful sales people on the planet share their stories here. Make no mistake. This is a NO FLUFF zone that is not for the faint of heart. You will hear how millions of dollars in sales are rung up by these professionals. Listen in as the "$4 Million Dollar Man" and his cast of others share the secrets of selling success . . . keep reading
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