Weak Words Kill Sales

BY: Joe Crisara

What Is Confidence?

Wikipedia describes confidence as “A state of being certain, either that a hypothesis or prediction is correct, or that a chosen course of action is the best or most effective given the circumstances.”

What is the value of confidence in your sales approach? It’s huge. If a customer doesn’t think you believe in either your diagnosis of the issues as well as the solutions you have created, they will not purchase from you. In essence, the first person who must be sold is YOU the service or sales person. You must believe in what you are telling a client or they will see right through you. I was recently doing a ride-a-long observation in the field with a service tech and what I witnessed was a pathetic string of verbal fumbling. Continue reading “Weak Words Kill Sales”

The 7 Mistakes Of Self-Centered Salespeople

BY: Joe Crisara

An Easy Sale

Someone who studies the sales process like myself may be the easiest person for a good salesperson to sell to.

Believe me, I’ve seen and heard more than my share of sales presentations in my life, and most all of them either made me laugh, made me cry, bored me, repelled me or angered me.

I actually pity the people who use outdated, scripted and ineffective sales techniques.

I also get frustrated when I see someone who is good at their trade but too timid to have the confidence to ask for the job. The have essentially poured themselves into how to be very good at their trade but have not invested in the skill needed to convince someone to purchase this knowledge.

But then the realization washes over me that what they do or say is just the result of the poor or non-existent training they have received. Continue reading “The 7 Mistakes Of Self-Centered Salespeople”

Should Service Techs Sell Big Jobs?

BY: Joe Crisara

There is a lot of controversy that has been stirred up over the years as to whether a company should allow a service tech to sell larger jobs or if they should be turned over to a sales person. Watch this video as Joe Crisara, Rick Picard and others share their thoughts.