Take Responsibility To Be Part Of The Solution

BY: Joe Crisara

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See if this sounds familiar…

You’re frustrated with the way things are going at your shop.  It seems like the harder you work, the more difficult it becomes to make a profit.  When calls come in, it seems more often than not they result in low-priced, low-level tickets… or even worse, dispatch only fees.

At times it’s hard for you to see the silver lining, and it’s even harder to imagine things improving if something doesn’t change in the near future.

Now, if that DOES sound familiar, I have two things to tell you…

Continue reading “Take Responsibility To Be Part Of The Solution”

The Value Of Celebrating Success & Failure Evenly

BY: Joe Crisara

Celebrate succes failure

Think about one of those crazy hectic days at your shop. Your schedule is full, the phone is ringing, dispatch is buzzing, and all the trucks are rolling.

On a day like this, when everyone’s insanely busy… outside of a scheduled meeting, what sort of event would normally cause you to stop what you’re doing and talk one-on-one with one of your people?

If you can’t come up with the answer right off the top of your head, don’t worry.  Because it’s something that’s really easy to miss. Continue reading “The Value Of Celebrating Success & Failure Evenly”

Total Immersion 2-Day Advanced Class

BY: Julie Crisara

Remember, before you can attend the 2-day advanced training you have to be a graduate of the 3-day basic training prior to attending.  You can do this all in one week or by taking the basic training first and then return when you’re ready at anytime in the future.

Continue reading “Total Immersion 2-Day Advanced Class”

What Is Total Immersion?… It’s No Magic Wand! [VIDEO]

BY: Joe Crisara

The Total Immersion Sales Summit is not a magic wand.  The magic starts inside of you by having the passion to perform Pure Motive Service for your clients, your company, and your family.  Watch this video to learn “What Is Total Immersion?”

  • STEP 1: Download your FREE 2016 Fall Training Planner CLICK HERE
  • STEP 2: Choose the people who need to improve their results
  • STEP 3: CLICK HERE to sign up for a Total Immersion Summit

 

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The Value Of Sharing WHY You Made Options [VIDEO]

BY: Joe Crisara

WHY2

Recently, I’ve written about why presenting 6 options is the best thing to do for you and for your customers. I’ve also shared the rules and guidelines of building winning options.

But you’re not ready to go hand over your option sheet to a customer just yet. There’s something very important missing. Continue reading “The Value Of Sharing WHY You Made Options [VIDEO]”

7 Steps to Build a Winning Option Sheet [VIDEO]

BY: Joe Crisara

7 Steps To Options

How to Create a Winning Option Sheet

In the previous articles in this series we introduced the idea of creating “Options, Not Ultimatums” and also the “4 Strategic Rules” to follow when adopting this philosophy.  Now we are going to dive head first into “How” to create the best options for clients.  Yes, this is the nuts and bolts you need to roll up your sleeves and begin to actually build an option sheet.

You may want to bookmark this page for future reference if you haven’t already done so.   Continue reading “7 Steps to Build a Winning Option Sheet [VIDEO]”

Offering Options Not Ultimatums Can Double or Triple Your Revenue

BY: Joe Crisara

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Let’s say that you and a companion decide to try out a nice new restaurant for dinner Friday night after a long week. You walk in, ask for a table, and the hostess seats you at a table by a window with a very nice view.

A couple minutes after you sit down, your waiter brings a tray to your table and places two hot dogs in front of you along with two glasses of ice tea. Continue reading “Offering Options Not Ultimatums Can Double or Triple Your Revenue”

Building Relationships Will Improve Your Business

BY: Joe Crisara

Magic MomentsImagine that on a particularly busy, stressful day, you’ve just finished training a group of your people. After the training, one of them comes up to you and says…

“I just wanted to tell you that I notice the effort you put into these training classes. The way you go out of your way to get to know everyone’s strengths and weaknesses – and tailor the training to each of us is really amazing. I can tell you, we all feel lucky to have a manager like you who cares so much about our development because not many people would go to that kind of effort to get to know their employees on an individual basis the way you do. I’m grateful to work under someone who cares that much, and I just wanted to thank you for treating us the way you do.”

Assuming it was delivered completely sincerely, what sort of impression are you going to have of the person who said that to you?

How would you feel for the rest of the day?

And how might that feeling affect your productivity and interactions with others?

Continue reading “Building Relationships Will Improve Your Business”

Pure Motive Service: How to Increase Your Revenue Without Selling

BY: Joe Crisara

PureMotiveServiceIIYou want your business to grow like gangbusters, and yet the idea of becoming a stereotypical “hardcore sales” organization doesn’t sit right with you either.

You have an image you’re trying to uphold in your community, and the last thing you need is to start developing a reputation for being a pushy upseller.

It’s a valid concern. I understand.

I have some good news and some bad news for you. Continue reading “Pure Motive Service: How to Increase Your Revenue Without Selling”

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”

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”

Give Your False Assumptions A Knockout Punch

BY: Joe Crisara

boxing_glove_512x512We face seemingly unlimited obstacles when trying to manage and grow our businesses.

Some bigger than others. Some more persistent than others, but none the less our job is to navigate these obstacles.

Large or small, some of these obstacles can be more obvious than others, like…

You need a bigger location to continue to grow your company. Or your budget doesn’t allow for investing in staff with a needed skill set.

But what about the obstacles that are far less obvious?

What about the obstacles that we put in front of ourselves that maybe aren’t actually there?

Continue reading “Give Your False Assumptions A Knockout Punch”

What Every Contractor Can Learn From Hospital Clowns

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 “What Every Contractor Can Learn From Hospital Clowns”

Yoda Creates 6 Options He Did

BY: Joe Crisara

The Many Voices of Joe

Watch the video below to see how I, and the many voices of Joe, teach you how to make 6 options on something as simple as a toilet flapper call. (by the way – you can use this same template to create 6 options for a thermocouple, circuit breaker, etc.)

You will see me create 6 options using the Best Ever Flat Rate Guide & Optionmaker App, plus present my top option to a customer. I’ll show you how handle it by doing Pure Motive Service, and so will you once you watch this video.

Joeism Tweet: “There’s no reason to have a solution without a problem.” @JoeCrisara Continue reading “Yoda Creates 6 Options He Did”

Stop Losing Jobs To Price Shoppers (the easy way)

BY: Joe Crisara

Joe Takes Your Advice

Watch the video below to see how Joe takes your advice and loosens up a bit while he teaches you how to overcome one of the top objections in the field from customers…

“Your prices are high, so I need to shop around.”

You will see a full length presentation from beginning to end with the objection not only once, but two times. Joe show you how handle it by doing Pure Motive Service, and so will you once you watch this video. Continue reading “Stop Losing Jobs To Price Shoppers (the easy way)”

ANNOUNCEMENT: New 3-Day Total Immersion Event

BY: Joe Crisara

 New 3-Day Format Dates Announced

All of us here who believe in the “Pure Motive Service” model are excited to announce that this fall a new format will begin that is going to allow for more access to LIVE training at the appropriate level of instruction. These new classes which were requested by popular demand now make it more affordable and take less time as well. “This way your people can attend a Total Immersion 3-day event and begin using the material the very same week,” said Joe Crisara who is not only the class instructor but President of the Total Immersion Service System.

Continue reading “ANNOUNCEMENT: New 3-Day Total Immersion Event”

Warning: You May Finally Learn How to Listen

BY: Joe Crisara

There was time where I would gladly smile at someone, nod my head and pretend to listen them.

I admit, I was one of those people in a business meeting who had The Girl of Ipanema playing in their head smiling while someone else was talking.

I was also the person who would listen to someone just long enough to prepare my own thoughts and next statement about me. Always thinking about myself no matter what the other person was saying.

I was a pretty poor listener.

I am going to step out on a limb here and suggest that many of you are in the same boat. Continue reading “Warning: You May Finally Learn How to Listen”