Using Fear As a Barometer

BY: Joe Crisara

Using Fear as a Barometer

Fear can disable the best of us. Many times the fear we face in service and sales situations start to make us create assumptions that lead us to dysfunctional behaviors. Sometimes the fear begins with finding a huge problem that the customer didn’t expect on a typical call. The problem is viewed as small or routine by the client but after you diagnose the whole system you find the problem is bigger than anyone anticipated. The fear that the client may think you are trying to sell them something they don’t need may paralyze some into covering up the problem instead of solving it.

Indeed service or sales people who fear things like the economy, high prices, their ability to sell, close or handle objections usually blame the fear itself which stops them in their tracks, instead of trying to sculpt an effective response to it. Continue reading “Using Fear As a Barometer”

Don’t “Clown” Around Selling Your Service

BY: Joe Crisara

Scary Or Comforting?

Almost anyone would assume that the typical clown that we have seen so often at the circus, would bring smiles and joy to all they visit. As it turns out, the odds are that an unchecked assumption like this one we make about clowns is a pretty good bet to be wrong. Research is actually showing that clowns may be more scary than comforting to a young child.

Think about the times you may have visited a children’s ward or maternity section at most any hospital. Whimsical drawings of fun things to make kids feel happy often decorate the wallpaper. Some of this decorated wallpaper depicts drawings or illustrations of circus clowns. Continue reading “Don’t “Clown” Around Selling Your Service”

7 Reasons Why Your Sales Results Suck

BY: Joe Crisara

Got Your Attention?

One of the more fun parts of my job is talking to sales and service managers who refuse to admit that the results that their people get on their opportunities do indeed, suck. What do I mean by this statement?

First of all let’s face it, I use that word to get your attention and now that I have it, let me explain. When any frontline service or sales professional in your company does not produce the results needed to pay for all the overhead, benefits, pay, education and everything else needed to cover their fair share of these expenses, then they are “sucking” these valuable resources at the expense of other employees who ARE pulling their own weight.

There is an imbalance at many companies that is created by some of the sales team performing at a high level while others do not. Many perceive this as just a fact of life and refuse to believe that EVERYBODY could achieve profitable numbers and reach their goals. Continue reading “7 Reasons Why Your Sales Results Suck”