fbpx

Tag: sales techs


Team Effort

We have all heard the saying that “There is no ‘I’ in Team,” and there is literal and figurative truth to that statement. Your company is made of many departments that need to cooperate and work together for a common goal. If those departments are or become a workplace silo, then the saying “There is no “I” in team” may have a reply of, “Yes, but there is a ‘me.’” Workplace silos occur when your departments fail to share important information between themselves, causing their priorities to become misaligned. So it’s no......

Continue Reading


The Kindness Culture

Three things: A Quick thought – A Story – A Kindness Culture

A Quick Thought:
We all talk about getting our customers to like and trust us. It all starts with genuinely treating people with kindness because it's the right thing to do. Believe it or not, sometimes kindness is not a given. To some, it comes naturally all the time. It is part of their being. To others, it depends on what mood they are in. And some even need to be trained that it is the right thing to do.
A Story:
Michelle Hogan......

Continue Reading


How to Crush Christmas Objections

Christmas is right around the corner, and we all know what Christmas brings with it! Objections!  Yes, tis the season for the Christmas Objection. Once a year, your client gets to dust off the old excuses from last Christmas and bring them out one-by-one.  Here are some of the classics you can expect to hear this year:

  • “Maybe after Christmas” This one is a tried and true classic. It offers no explanation and no real excuse. 
  • “I just don’t have the time right......

    Continue Reading


Did You Find Everything You Wanted?

Within a four-mile radius of our house, there are 17 grocery stores. Of those, I frequent three. Not because I want to, and not because I like shopping, but because none of them carry everything I want. The three I go to most are Sprouts, Tom Thumb, and Trader Joe's. All of them have the plusses and minuses, each has their idiosyncrasies, but there’s one thing all have in common: when I check out, the checker always asks, “did you find everything you wanted?” or some variation of that question. When......

Continue Reading


Employee Burnout and How to Avoid it

In the past week, in conversations with contractors, two have mentioned that the 'feel' of their office has changed. When asked to clarify, the explanation was remarkably similar.  The mood or energy seems off like a dark cloud had settled over their business.   They both realized that the situation wasn't caused by their job, it was an accumulation of everything that has been going on in the past few months.  To combat the onset of employee burnout, both owners invested in counseling for their employees. Not equipment training. Not sales coaching.......

Continue Reading


Tech Lead Turnover - Do You Have a Process for That?

“Hey, Johnny, thanks for fixing our sink; it’s working great. And by the way, when you get back to your shop – mind asking someone to give me a call with a price for my fireplace?  Don’t you have people that work on those? The season is changing, and I was having problems with it last year – I want to make sure it’s safe so we can start using it!” Johnny, of course, responded to his customer, Mr. Zock, with a smile, assuring him that, “Of course, absolutely, it would be my......

Continue Reading


The Power of TEN

This article is about power.  The power of TEN and yes, it is powerful. It is not new math; it is not about logarithmic math; it is not about number set theory.  But it is about simple old addition. The power of $10 means raising $10.00 additional revenue dollars on each and every invoice. An invoice is a revenue touchpoint. So this is about raising $10 more on each and every revenue touchpoint; A ten-dollar bill -  Ten dollars – about the cost of two Starbuck coffees. Surely your team is......

Continue Reading


When is it Time to Hire Your Next Tech?

One of the main questions that always comes up in a growing company is: “How do I know WHEN it’s time to hire my next technician?” It’s an important question to know how to answer. Often the decision is made on emotion when we're frustrated or feeling burnt out. I frequently see owners and managers decide “in the moment” without tangible guiding principles and benchmarks to assist them. Now, your “gut” may be right, but it’s important to have some measurables that you can check-in with to validate the decision. I’m......

Continue Reading


The Average Ticket Culture

When someone truly believes in the products and services they provide to their clients, and they know how to effectively communicate what they believe with passion and enthusiasm to another, this becomes the positive cause and effect of the sales process. My team and I have a saying that illustrates this communication process in sales, which leads to my average ticket discussion:  “Sales is the transfer of your belief to someone else, and the reward is money.” So if you and your team believe in the products and services that you......

Continue Reading


I Need You, You Need Me

Jeffrey J. Fox, the author of How to Become CEO, says, “Always be on the lookout for ideas. Be completely indiscriminate as to the source. Get ideas from customers, children, competitors, other industries, or cab drivers. It doesn’t matter who thought of an idea.” What matters is that you are looking for and finding ideas. We find ideas from books, social media, television, movies – the list goes on, but of course, it includes people. Lately, I have been considering my circle of friends, which surprisingly is very small. As an......

Continue Reading


Page 1 of 212