Why Hard Fails & Soft Succeeds

BY: Joe Crisara

Soft skills v Hard skillsOne of the things that has always made me crazy is the labeling of customer service and sales as a so called “soft” skills.

If customer service and sales are so “soft” then why is it so “HARD” to get your service technicians and sales team to put really good “soft” skills into practice?

I often wonder, “Who was the dunderhead, that coined this term?”

My best guess is that it was probably a person who had a very strong technical skill-set that had failed to develop equally strong customer service skills. This person (probably a guy) then trying to justify this weakness, downplayed the importance by labeling the uber-important skills of customer service, sales and communication as “soft”, which implies that their not very important.

But let me tell you… Continue reading “Why Hard Fails & Soft Succeeds” →

5 Reasons Why Your Sales Team Sucks

BY: Joe Crisara

5 Reasons Sales TeamDid I get your attention?

Good…

I have to tell you that one of the most fun parts of my job is talking to sales and service managers who refuse to admit that the results their people get on their opportunities do indeed…

Suck

What do I mean by this?

When any frontline service or sales professional in your company does not produce the results needed to pay for all the overhead, benefits, 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.

Frankly, there is an imbalance at many companies created by some on the sales team performing at a very high level while others on the team are performing well below expectations.

And many owners and sales managers (Are you one of them?) simply state this as a fact of being in business and refuse to believe that EVERYBODY can achieve profitable numbers and reach their goals.

Continue reading “5 Reasons Why Your Sales Team Sucks” →

Total Immersion Seminar Success: Million Dollar Sales Club

BY: Joe & Julie Crisara

As we’re gearing up for this year’s awesome Total Immersion seminars we wanted to let one of our past attendees share his story.

Listen to what happened in the following four days AFTER attending Total Immersion…

millionclub

Want to join the Million Dollar Club?

It’s possible with the proper sales and service approach. Don’t hold back your business any longer…

Click below, learn more about Total Immersion and commit to your success.

TI2016SpringBlog

 

4 Awesome Benefits To Walking Out On Your Business

BY: Joe Crisara

BurnoutAs a business owner, you feel the daily weight and responsibility for the success of your business and your life.

So on most days you power through, endlessly pushing yourself to get more done, meet deadlines and manage fires to keep your customers happy.

You keep going even as the pressure, stress and overwhelm builds and then it happens…

Your productivity begins to wane, your creativity begins to suffer, your resilience starts to falter and…

You burnout. You’re done. Toast.

And when you burnout, you cause a stress damaging ripple effect that negatively affects your employees, your customers and your bottom line.

You’re no longer present in your business. Your employees are weary of interacting with you. You’re tired and frustrated and your customers can tell.

Then where is your business? And what happens to the life you are trying to build by being a business owner?

Continue reading “4 Awesome Benefits To Walking Out On Your Business” →

Groundhog’s Day is not good in sales

BY: Joe Crisara

Ground Hogs Day: % hacks to be a student of your customer Does it feel like Groundhog’s Day is everyday?

With Groundhog’s Day upon us once again I am reminded of the classic movie Groundhog’s Day, starring Bill Murray.

In case you forgot, the film is about a television reporter that is assigned to this event in rural Pennsylvania. Essentially he keeps repeating the same day over and over again until he finally gets what life and love is all about.

Unfortunately, too many contractors, their sales people and technicians are living this Groundhog’s Day scenario as well, but they’re not getting what it’s all about.

Continue reading “Groundhog’s Day is not good in sales” →