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Featured Resources VIDEO: Hour of Sales Power - TI Replay "Jerry's Story" This Hour of Sales Power is a Total Immersion Replay called "Jerry's Story." In this pre-recorded segment, Joe goes over how Jerry, a landscaper Joe hired, actually uses the Total Immersion System to sell Joe services to landscape his home. Joe shows how "Jerry" uses many of the techniques that heavy hitters use to close the deal. . . . keep reading DOWNLOAD: Neighbors Going Green Mailer This download is a post card type mailer that is not trade specific and is meant to generate a "Home Energy Improvement" evaluation. This evaluation could be anything form a blower door test to an evaluation of the HVAC, plumbing and electrical lighting plan. The headline plays on the trigger of social validation in that the neighbors are trying to save energy . . . keep reading DOWNLOAD: Hydronic Equipment Pages Best Ever Flat Rate Hydronic Systems Package pricing pages. This is a fill in the blanks pricing section for you to insert into your flat rate price book. Please note that prices ARE NOT TO BE USED, You MUST modify the prices using your own pricing formulas and then enter those prices in to properly use this section. Using this as a starting point, you can modify all descriptions and warranty to reflect your company policy . . . keep reading DOWNLOAD: Equipment Package Allowances This is the Best Ever Flate Equipment Allowances page that can show deductions that can be made for the full system pages. This is a fill in the blanks pricing section for you to insert into your flat rate price book. Please note that you MUST modify the prices using your own pricing formulas and then enter those prices in to properly use this section. Using this as a starting point, you can modify all descriptions and warranty to reflect your company policy . . . keep reading DOWNLOAD: Gold Furnace & Air Conditioner Packages Best Ever Flat Rate Gold Furnace & Air Conditioner Package pricing pages. This is a fill in the blanks pricing section for you to insert into your flat rate price book. Please note that prices ARE NOT TO BE USED, You MUST modify the prices using your own pricing formulas and then enter those prices in to properly use this section. Using this as a starting point, you can modify all descriptions and warranty to reflect your company policy . . . keep reading DOWNLOAD: Sales Call "Priority Alert" Opportunity Board This is a "Priority Alert" board or a poster to help dispatchers and sales coordinators schedule the best opportunity for the sales people to be in front of a customer who will buy. When deciding which call to choose. Always choose the best opportunity for the company and the sales person to be successful. Calls with no decision maker present or if they are not sure when they will do the work tend to be place at the bottom. . . . keep reading VIDEO: Hour of Sales Power - Responding To Dangerous Sales Situations In this segment of the Hour of Sales Power we take a look at "Responding To Dangerous Sales Situations." Watch and learn to sell in the most hazard conditions know to contractors. Covered is selling on home warranty calls, dealer listing ads and a lot more. Joe and Rick discuss succeeding in these challenging times. . . . keep reading DOWNLOAD: "Yellow Tag" Hazard Alert This is a yellow tag hazard alert that can be used by any trade to increase the awareness of a dangerous condition in a home. You can have this made as a tag or sticker and use it to further document the communication of a serios condition that exists such as shorted wires, carbon monoxide, possible flooding, gas leaks or even code violations. The presence of such a warning being visible is proven to more likely get the client to take action to correct it. . . . keep reading ARTICLE: Study Shows Some "Green" Marketing Off Code As the service contracting industry moves forward into the new "Green" future there are many who are looking to market to customers concerned about global warming and the environment. Could it be that some, if not all of their efforts are "off code" and will do very little to spark interest in the consumer? If you have paid to run advertising or marketing that will trigger a "green" consumer . . . keep reading VIDEO: Hour of Sales Power - 4 Tips To Bust Any Slump In this segment of the Hour of Sales Power we take a look at "4 Tips To Bust Any Slump." Watch and learn four ways to turn around a losing streak and stop the bleeding before your results put your financial outlook in critical condition. Joe and Rick discuss these sure fire ways to improve poor performance. Included are two additional BONUS tips too! . . . keep reading DOWNLOAD: e-Book Involving Your Buyer To Sell More This e-book special report titled "Involving Your Buyer To Sell More" is an outline of our Hour Of Sales Power Meeting that featured Rick Picard and Joe Crisara. In this special report we go over the importance of creating an atmosphere of involvement between you and your buyer so you can gain more commitment. Often times your success or failure will ride on your ability to capture the buyers attention. This report outlines how. . . . keep reading VIDEO: Hour of Sales Power - Involving Your Customer To Sell More In this segment of the Hour of Sales Power we take a look at how you can involve your customer more in the selling process to create higher interest and desire. Joe Crisara interviews Rick in this segement as they discuss techniques that involve your customer and create suspense and desire. . . . keep reading More

Featured Articles Joe's Recommended Reading For Top Sales Professionals 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 ARTICLE: Ride Pendulum Back To Old-Fashioned Sales While spending some time with my brother, I noticed his Aviator sunglasses sitting on the counter. Thinking I was funny, I grabbed them and said, "Hey, 1985 called and it wants its sunglasses back." Putting on his sunglasses and mocking what -- to me -- was quite funny, my brother simply shook his head wondering how he could be related to someone as fashion ignorant as me. How was I supposed to know that Aviator sunglasses were back in style? . . . keep reading ARTICLE: Asking "Why?" leads you to "Why Not?" What makes me sad, and sometimes angry, is that these same people are hurting from their own unhappiness, their own sense of not having the things in life that they need and deserve. Whether it is more time with their family, or enough money to send their children to a better school, everybody wants something. . . . keep reading ARTICLE: Focus On What You CAN Control, Not What You Can't For the past four days, I have watched a team of service technician's work on my super fast printer. I needed the printer working in order to meet a very important deadline. With the printer down, I was left powerless to complete the work that needed to get done. As the days passed, and the printer remained virtually out of commission, I found myself going through many phases of work related stress. As I watched the team of professionals disassembling the machine before my eyes, I found myself angry at life. Why did the printer have to go down at the very time I needed it the most? . . . keep reading ARTICLE: Stop Discounting & Start Earning Top Dollar Most people in sales who work as an employee for a company are unaware of the fact that tor each dollar that is discounted it is a dollar of pure profit given away. Therefore it is imperative to remember that your ability to remove discounts can reap rich rewards for you and your company. When some buyers see a price, they can sometimes expect discounts to follow. This is just their make up or way they were trained . . . keep reading ARTICLE: Keep It Real For Maximum Response There is no worse feeling that seeing a guy with a prison tattoo walking up to your office door with a giant stack of children's books. As he informs you of some specials he has on this reading material for children, you are fixated on those tattoos and now you further notice his ponytail. You know you are about to have an unpleasant sales experience and you begin to think of how you are going to get rid of this guy. . . . keep reading ARTICLE: Quit "Waffling" Start Selling This past weekend Julie and I had breakfast at one of our favorite nearby diners here in Los Angeles. We decided that we wanted to try something new for breakfast this time so we saw a special that was prominently displayed at the front when we walked in. The special was for two waffles, two eggs and your choice of bacon or sausage. . . . keep reading ARTICLE: Positive Requests Create The Results You Want There is something hilarious about witnessing a neighbor make a fool of themselves, especially when they does so by sending out a five-page, single-spaced letter to dozens of people in the neighborhood. I was one of the lucky recipients of this lengthy, poorly-written letter. The tone of the letter, addressing our church's declining attendance, was similar to a twelve-year-old girl yelling at her little brother. . . . keep reading DOWNLOAD: Making Eye Contact - Reading The Eyes This download written by Dr. Allen Konopacki illustrates one of the oldest sales cliches in the book. The ability to read the eyes of your prospect can be helpful in determining everything from the level of interest to the level of deception that your buyer is trying to hide from you. Science back up these findings with some interesting studies. . . . keep reading ARTICLE: The Laws Of Selling Success Sales professionals must create magnetic appeal to increase closing efficiency. Our present global environment creates numerous obstacles that polarize sales efforts, form the proliferation of the Internet to advanced media. Ironically, with the intrigue of technological miracles the foundation of sales success exists upon 10 principles. Since the beginning of trade, selling has not changed, nor have these laws. . . . keep reading ARTICLE: Yes You Can! When you say you can, there will be losers there to say you can't. When you dream there will always be someone there to demand that you wake up. When you believe in yourself there will be others who will try to create self-doubt. When you act there will be short-sighted people who will work to slow you down with roadblocks. And when you achieve, when your dreams have come true, when you cross the finish line with your hands in the air, the mediocre will not welcome you, they will not learn from your example. . . . keep reading ARTICLE: 13 Things To Avoid When Changing Habits 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 ARTICLE: Buyers Remorse Story With "Rolls Royce" Ending 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 ARTICLE: Jacob's Dream of Egypt Worth Asking For 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 ARTICLE: Study Shows For Consumers Ignorance Is Bliss 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 ARTICLE: The Clear Benefit of a Clear Head 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 More