Join the 1153 successful service contractors who are part of our community. Join now to get immediate access...

Featured Resources VIDEO: Handling "One-Legged" Sales Calls In this segment of the Hour of Sales Power Rick and Joe go over how to handle "One-Legged" sales calls where only one decision maker is present. Learn how to break through this tough sales situation that usually results in having to wait for the buyer to think-it-over and call you back later. Watch as we show you how to close these calls effectively by taking control of this call. . . . keep reading VIDEO: New York Total Immersion After Coaching #3 This is a video recording of our second coaching call with our Total Immersion students from the Goshen, New York class. You will hear some pretty amazing stories of success and also some struggles of our students who all have a great attitude displayed during this session. Listen and maybe you can pick up a bit of what these students have recieved from our class. . . . keep reading VIDEOS: New York Total Immersion Student Presentations This is a "Video Jukebox" of all the Total Immersion attendees final presentation at the summit held in Goshen, New York. All students do a great job of not only making a great presentation but also of handling a "6-Pack" of objections at the end. That is the challenge of attending Total Immersion. Real life objection handled in rapid fire fashion. . . . keep reading VIDEO: Electricians Hour of Sales Power - Kelly & Aaron In this segment of the Hour of Sales Power Joe interviews kelly Ault and Aaron Simpson who are two electricians that discuss the challenges and opportunties that electrical contractors face each day trying to sell their services. Watch this first one-of-a-kind live interview to look inside the world of electrical contractors. . . . keep reading VIDEOS: Atlanta Total Immersion Student Presentations This is a "Video Jukebox" of all 19 Total Immersion attendees final presentation at the summit held in Atlanta, Georgia. All students do a great job of not only making a great presentation but also of handling a "6-Pack" of objections at the end. That is the challenge of attending Total Immersion. Real life objection handled in rapid fire fashion. . . . keep reading VIDEO: Members Call In Show This video features ContractorSelling.com members and Total Immersion attendees calling in to talk about some of the challenges and strategy behind creating results. Listen and learn from the experiences that others have gone through to create success for their business. Tech versus sales people selling is talked about here as well. . . . keep reading VIDEO: Opportunity On Maintenance Calls iN this segment of the Hour of Sales Power Rick and Joe go over how to find opportunity and create suriosity in your customer on pre-season maintenance or planned service calls. Learn how to break the routine and create revenue while making your customer happier with the result of these calls. . . . keep reading VIDEO: Austin Total Immersion After Coaching #2 This is a video recording of our second coaching call with our Total Immersion students from the Austin, Texas class. You will hear some pretty amazing stories of success and also some struggles of our students who all have a great attitude displayed during this session. Listen and maybe you can pick up a bit of what these students have recieved from our class. . . . keep reading More

Featured Articles ARTICLE: 7 Mistakes Of The Self-Centered Sales Person By Joe Crisara A sales person like me may be the easiest person for a good sales person to sell to. Believe me, I've seen and heard a lot of sales presentations in my life, and unfortunately nearly all of them amuse, bore, repel, or anger me. I actually pity the people who use out-dated, scripted and ineffective techniques. Then I realize that what they say is a result of the poor information they have been trained with. Sometimes I even give them advice on how to best sell me if they are open to listening to me. . . . keep reading ARTICLE: Smile Slowly To Carry Bigger Impact By Joe Crisara So much research has been done on no-verbal communication, yet so few of us can consciously tune in to it. I think we are all aware that our body language and facial expressions talk for us long before we ever begin to move our mouths. Take for instance the smile. What is it that can make one smile seem so genuine and the other silly or clown like? What kind of smile evokes confidence while the other co notates a moron? . . . keep reading SALES TIP OF THE WEEK #104 To me, the definition of selling is to provide a solution that is directly "on code" with solving a problem your customer has. In essence to find what people need and want you have to understand how they think. Being a Student Of Your Buyer- To do this you must learn about your customer. Okay so you know they have a problem, . . . keep reading ARTICLE: You Can Sell Your Way Out Of Any Situation By Tom Richard When I was only ten years old, I remember waking up early one day to go fishing with my father at our family's cabin in Grayling, Michigan. When we arrived at the dock, my heart sank with the sight of about three inches of water in our small fishing boat from the heavy rain the night before. Many other fishermen were bailing out their boats with small buckets; I frowned at the thought of doing the same. My father smiled and simply told me to go ahead and get into the boat. . . . keep reading SALES TIP OF THE WEEK #103 Looking For The "Silver Bullet" Of Sales? - Whenever I work with sales managers who are failing, I notice that they all talk about the immediate issues going on with their salespeople and are looking for the "quick-fix" or "silver bullet" answer from me. Most of them have given up and think they have already thought of everything. The one thing that they usually have never thought of is to zoom out and look at the big picture, . . . keep reading SALES TIP OF THE WEEK #102 Many people believe sales people and service techs need tools, literature, company brochures, note pads, booties, red carpets and a plethora of other things when talking to customers. I have another idea that I want you to consider. When talking to your customer, leave all of this clutter somewhere else. The more junk we have to consume our attention the less we can actually hear our customer. . . . keep reading SALES TIP OF THE WEEK #101 After the dust has settled, and you sold the job, have you ever asked a customer why they purchased from you? This may be one of the most powerful questions you could ever ask. Basically you want to find out specifically what you said or did that made them decide to use you. Why is this important? Because finding out trends and using them to your advantage mean everything in selling success. . . . keep reading The Referral IQ Test: Would You Pass? By Joe Crisara Many people doubt the validity of getting referrals as an actual mix of their marketing. By accident, many people get referred by customers that love them. So let's face it, referrals start by doing great service that people notice. In my thinking, if you can make something happen on accident, then you can make it happen on purpose. As usual, the reason something doesn't work is usually screwed up in the beginning not at the point the problem is apparent. Let me go over the most effective way to get referrals. . . . keep reading ARTICLE: Costly Assumptions By Keith Rosen When clients ask for help in closing more sales, I'd ask them to list the objections they are hearing that prevented the sale. It's when they start stumbling over their response that I ask, "Are these the objections you are hearing directly from your prospects or what you're assuming as the reason why they don't buy?" Whether it's around our sales efforts, during a conversation with our boss (and our kids) . . . keep reading ARTICLE: 5 Tips To Beat Your Competitors in a Recession By Jeb Blount CNN calls it issue #1. You cannot open a newspaper, turn on the TV, or even have a conversation with friends without talking about the economy and the "r-word" - recession. Doom and gloom are everywhere. And there is no hiding from the fact that trepidation in the market is having an impact on the paychecks of Sales Professionals across the globe. . . . keep reading ARTICLE: The Seven Roller Coaster Stages of a Start Up By Rob Spiegel Are you ready for the carnival ride of your life? Launching and building a business is a nerve-wracking journey that will change your personality and alter your very essence. You may succeed and you may fail, but the wild turns and gut-wrenching drops along the way are as predictable as they are frightening. Here's a quick sketch of the emotional ride of a business start-up. . . . keep reading SALES TIP OF THE WEEK #100 How many times have you had what appears to be both decision makers present and ready for you presentation when out of the blue you heard the rumble in the background. The black knight has entered. The "black knight" is usually a neighbor or uncle or any other third party whom your prospect must confer with regarding their decision. How well you deal with the black knight just may be the key to either losing or closing the deal. . . . keep reading ARTICLE: Clear Cut Goals Help You Win By Tom Richard Coaching little league football this year brought me back to when I used to play the game. It was not what I was remembering about the game that shook me so much as it was that I had forgotten about my days as a competitive athlete. With a few years under my belt since my playing days, I found myself looking at the game with a new perspective. I couldn't help but admire the simplicity of football, . . . keep reading ARTICLE: Making Fear Your Ally By Keith Rosen Although we may want to better our lives and accelerate our productivity, many of our decisions are governed by fear. We want more, but avoid risks, so we continually produce similar results over again. We fear change, for we may lose some degree of control over the outcome. We fear expressing how we feel or what matters most to us, in fear that it would make us vulnerable. . . . keep reading SALES TIP OF THE WEEK #99 Time is money right? You have heard this numerous times in almost every industry and this is particularly true in sales. Many times, sales people think that the way to increase the velocity of the selling cycle with their customers is by offering them a special deal if they buy now. This is called the impending event close and it is about as antiquated as the stone ages. . . . keep reading ARTICLE: Weatherproof Your Service Contracting Business By Joe Crisara Have you ever felt like you are at the bottom of the barrel and you have no calls or opportunities coming in? Things seem hopeless? The phone isn't ringing or worse yet it is only ringing with vendors calling to look for their payment? If so, then you remind me of myself early in my contracting career when I didn't have a clue about what to do. You are left with two choices as I was back then. . . . keep reading More