Should Employees Have To Prospect?

BY: Joe Crisara

The Employee “Prospector”

One of the great things about doing business in today’s world is the massive amounts of opportunities that exist to promote and advertise our business. Unfortunately these marketing opportunities can dilute your message to a point where potential customers may find it hard to find you.

So marketing has come full circle. The most effective way to get new customers is to ask your existing customers for referrals or what we used to call “word-of-mouth.”

How much can we expect from our front-line employees like office staff, installers, service techs and sales people in terms of bringing in referrals or do be a “prospector” for new clients? Continue reading “Should Employees Have To Prospect?” →

Great Sales Results Reside In The State Of “Now”

BY: Joe Crisara

Living In the State Of Now

Most of the struggles that sales professionals have stemmed from the fear inside to take action at a critical time when it is needed. Fail to ask the tough questions about your competitor, the buyer’s expectation of pricing or even why people think they need your service and you will certainly crash and burn at the end. Or at best you will leave with a whimper instead of trying to help your buyer through objections they may have. Continue reading “Great Sales Results Reside In The State Of “Now”” →

You Don’t Have To Be An Einstein To Sell More

BY: Joe Crisara

You Don’t Have To Be An Einstein

“The problems of today cannot be solved by the same level of thinking that created those problems.”

Albert Einstein

How many times in the service contracting business have you ever had a challenge that just went away by waiting? One of the secrets to being successful in the contracting industry no matter what job you do is to muster the courage to take action.

For instance, think about an installation crew walking around in circles thinking about the job instead of just doing some of the basics that need to be done regardless of the difficulty. Things like protecting the home with floor mats or drop clothes, unloading materials or even removing the old materials and equipment. Sometimes we think too much or try to be an “Einstein” and those thoughts can impair our ability to act. Continue reading “You Don’t Have To Be An Einstein To Sell More” →

9 Ways To Bust Any Sales Slump

BY: Joe Crisara

What Is a Professional?

The difference between a REAL professional in any occupation and those who aspire to this status is not the talent level or even any of their great achievements.

The main difference in my opinion are the times when they struggle or find themselves in a slump. The true professional does not lose their enthusiasm when faced with a setback or challenge. On days when the normal person would rather call in sick, the professional shows up and gives the same effort they would give on their best days. What then do professionals do when they go into a slump or suffer a poor performance? They always go back to the fundamentals and remember the little things that mean a lot when the pressure is on. Continue reading “9 Ways To Bust Any Sales Slump” →