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Tag: Sales


Focus on Your Future Success

Sometimes when things aren’t going according to plan or the way that you would like them to be, it’s often because you have lost focus on what matters. Our busy, hectic lives combined with what is going on in the world around us, sometimes get in the way of what is truly important, and it may be difficult to stay focused. Daily routines, business, and family schedules tend to put us on cruise control while losing focus on what we should or shouldn’t be doing to keep us heading in the......

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Time to Push the Reset Button

If we ever wanted a ‘do-over’ for our industry, this is it. Being classified as an essential business during COVID is giving us the chance to change the narrative of our industry. How we rise to the challenge is on us. Being able to set or reset the expectations for your profession isn’t something everyone is gifted. We need to take this opportunity and create the standards that will become our new normal. One area we need to address is the need for qualified employees. There is an enormous void that needs to be filled.......

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So You Want to Be a Consultant?

"The following letter was written by sales trainer and industry consultant, Charlie Greer. He sends this to people who approach him about working with him as a consultant. Since it seems that more people in the industry want to be consultants, we thought this might be a good message to share. So if you want to be a consultant or sales trainer, you are encouraged to first read the following by the great Charlie Greer…" - Matt Michel So you want to become a business consultant/sales trainer. If so, read on.......

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Am I Priced Right for COVID-19?

Ever find yourself wondering, “Am I priced right?” As my attorneys like to say about everything that I ask them, “Well, that depends,” as I roll my eyes and say, “Will somebody give me a straight answer please?” The CEO of Ferrari was once asked how many of a certain type of model he was going to produce. His response? “Exactly one less than the market will want.” Now, isn’t that interesting? We all know Ferrari is a high-end luxury racing beauty, and yet they price based on what their market will bear. And......

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Being a business owner has always been stressful. Now, it can be overwhelming. You can’t help but think about the health of those around you. The health of your employees, your customers, your family, but what about the health of your business? You would do whatever is needed to keep your family, employees, and community safe and healthy. But when is the last time you looked at your business and its financial health? You probably look at your P/L Statement monthly or maybe quarterly. When is the last time you sat......

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Three Question Techniques That Will Boost Your Closing Percentage

You can organically boost your sales conversions with the right questions to the homeowner. Who doesn’t want to boost their closing percentage? A closed replacement lead is going to lower your marketing costs and boost your profits. Generating high convertingETHICAL sales is the specialty of Service Excellence Training.  In our article today, we are going to show you how using the right questions can boost your replacement closing percentages. You will learn the three types of question skills that work to bring the best results from sales and lead......

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Asking the Customer to Buy

Technicians are skilled experts and, as such, have to make recommendations to customers about what needs to be done to take care of issues. But that’s not where it stops. As an expert, the technician also has to help the customer figure out how to get it done. This means they have to recommend a solution and then ask the customer to do it. Many times, we see the tech asking the customer to buy too soon, too vaguely, or not at all. Some techs assume the customer knows what to......

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IAQ Best Practice Success Story

As the COVID-19 inquiries from contractors come in, I am struck by the variety of ways that contractors position themselves as far as IAQ challenges and solutions during the outbreak. And they go from one extreme to another:

  • With all this media attention, MAYBE I should get into IAQ…
  • I’m going to exploit this opportunity to MY advantage… (yes sadly a few)
  • This subject is too sensitive, so I’m going to stop marketing IAQ until it is over…
  • How can I best service my clients with the......

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The Best Banana Bread Recipe

As I sat down to write this, I didn’t want to write another article about COVID19. As much as I appreciate people offering suggestions and tips to get through this, and I do read and listen to most of them, everyone is different and deals with stressful situations differently. For a lot of you, your work schedule hasn’t changed.  With many areas in the home services industries being deemed Essential Businesses, you are still taking calls, booking appointments, and providing services to your customers. You have changed how you are doing......

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Tough Times Never Last, But Tough People Do!

In 2008, I lived in Southern California working for a tech company; we were a ‘start-up’ who had just gone public, and our product served photos and videos on the web before the Facebook and social media craze had fully begun. Looking back, I often wonder, “How in the world did we make it? How did we survive the 2008 crash?” But in hindsight, since we had only just started in 2005, we still had the start-up mentality in our blood; we still had the agile make-it-happen-or-die tenacity. It was during......

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