Indulging In Anger Will Not Get Results

BY: Joe Crisara

The Undisciplined Manager Will Not Get Results

As a manager of your service or sales team have you ever give in to anger by raising your voice or even worse screaming at your team? To gratify yourself by giving into your impulses and allowing someone to get you angry shows your lack of discipline as a manager. Your team will use this weakness against you. It is the proverbial crack in your armor. If they know how to push your buttons and get you angry, they are able to achieve a pretty high level of control over you. Essentially you give your team the power to manipulate you as a leader. Continue reading “Indulging In Anger Will Not Get Results”

I Have Failed (Thank Goodness)

BY: Joe Crisara

What Is Failure?

What is failure? A feeling inside that goes into my soul. It makes my heart hurt and it drains all of my energy.  A bad feeling fraught with dire consequences

When I fail I feel this sense of dread that runs through my entire body.

I feel like diving headfirst like Pete Rose into bed, pulling the covers over my head and turning off the world while I try to figure it out.  The intensity gets stronger and stronger the more I try to tune it out and try to escape it.  Eventually I come to grips that failure is always my fault. Continue reading “I Have Failed (Thank Goodness)”

Best Ever Flat Rate Software LIVE Sneak Preview

BY: Joe Crisara

……

.

.

LIVE Sneak Preview Demo – Saturday, August 17th, 2013

You are invited to attend a live demonstration of the NEW Best Ever Flat Rate Software System  Come to see how easy flat rate & building custom options can be for your Service Techs & Sales People.

  • Free Breakfast – Meeting starts at 9:00 am and last for 90 minutes
  • Demo and play with the software – create options on an iPad in 60 seconds!
  • Free seminar includes showing owners the “Science Of Building Options”
  • Share your thoughts and give your opinions on the development of this powerful tool
  • Call to reserve your seat – Attendance is FREE but space is limited
  • Call 877-764-6304 OR email us at info@contractorselling.com to save your seat

Here are some of the benefits of this new platform…

Talk with contracting sales & growth expert Joe Crisara…

Contracting expert Joe Crisara will be there all morning to not only show you the new software but also to help you with any business improvement challenges you are facing. This is a “once-in-a-lifetime” opportunity to get all your answers to your toughest challenges on this day.

When: Saturday, August 17th at 9:00 am

Where: Hyatt Place Hotel Boston/Braintree

Price: Attend with our compliments

Call to reserve your seat – Attendance is FREE but space is limited – Call 877-764-6304

OR email: info@contractorselling.com

21 Paths To Persuasion – Part 2

BY: Joe Crisara

Remember that in all walks of life the reality is that persuasion exists. Whether you are trying to persuade your kids or spouse at home or if we are attempting to get clients to use our services, it is essential to guide people to a discovery that your ideas are valid. We invite you to continue reading part 2 in our series, The 21 Paths To Perfect Persuasion. What then is ‘perfect’ persuasion?

Persuasion is perfected when the person who changed their mind thought is was their idea and not yours.  In this 2nd issue of this 3-part series we will continue to explore these paths so you can both evaluate and apply new methods to perform your service for your clients: Continue reading “21 Paths To Persuasion – Part 2”

Total Immersion Sales Training Music Video

BY: Joe Crisara

This is the ALL-NEW VOCAL REMIX of the NEW Total Immersion Theme Song which was inspired by all the students who have come to our sales training and succeeded by achieving their goals and making their dreams come true. The video features many photos and shots of our students, the locations and all the gala and fun of attending Total Immersion.

Sing along to the lyrics below or better yet, play it at a service or sales meeting with your guys.

Total Immersion Theme Music Video Lyrics

FIRST VERSE

I know you are good but are you successful, doing the work that you do? Working hard to put food on the table, there’s hardly time left for you. Putting your time in hoping things will improve, but not knowing if they will. Doing the same thing expecting a difference, how much career can you kill?

BRIDGE

How many years can you keep up this pace? Are you winning or losing the rat race? Will you breakthrough or settle for second place? Live the life you imagine, get the dreams you embrace

CHORUS

C’mon to Total Immersion, breakthrough to success. Total Immersion, each day will be inspiring and fresh. Total Immersion, learn how to sell, it’s exciting and new. Total Immersion, Just do it for your family and you.

SECOND VERSE

Working in places that nobody wants to, practically breaking your neck. Bustin’ your hump, and getting it done, does it equal a bigger paycheck? You probably think that you’ve tried everything, to make a positive change. Mistaking activity for accomplishment leaves your goals un-attained.

BRIDGE

Are you doing as well as your father had hoped you’d do? Living the life that you wanted to? More quality time for your family and you Following principles that not only work, but are true.

CHORUS

C’mon to Total Immersion, you’re gonna’ be the best. Total Immersion, release the brakes don’t settle for less. Total Immersion, your dreams can true, on that I am clear. Total Immersion, calm your frustration, erase all your fears.

THIRD VERSE

You come to the class now will your success last? You’ve been down this road before. Best practice groups and sales gurus, always leave you wanting some more. Believe in yourself enough to try something different. Do you even think that you could? You’ll have to look in the mirror at the end of the day. Will that reflection look good?

FOURTH VERSE

Now you go to your job as a partner in profit — you’re like a human ATM. Every call you do results in more money, you do it again and again. Now that you know how the other half lives, you know you could never go back. Your paycheck is bigger than you ever dreamed of and now you’re leading the pack.

BRIDGE

Success feels right as you always thought it could. Helping others as you said you would. You’re happy and you got respect from your crew Doing all the things in life you ever wanted to do.

CHORUS

You came to Total Immersion, now you’re the best of the best. Total Immersion, now your locked in you’ll never regress. Total Immersion, you know how to sell, your leading the group. Total Immersion – total happiness for your family and you.

7 Mistakes Of Bad Sales Managers

BY: Joe Crisara

Being a sales manager or anyone who is accountable for the results of your sales team is one of the hardest jobs in the world. It requires a thorough knowledge of marketing, sales techniques, pricing and above all profit. In the end, the manager or owner is ALWAYS to blame when results are poor and never get credit for success.

Who would take this job? I thought it might be helpful to provide some advice for sales managers that I have learned in my travels.

Here is the list of the biggest mistakes that sales manager make when trying to get and maintain good or great results from their team: Continue reading “7 Mistakes Of Bad Sales Managers”

21 Paths To Perfect Persuasion – PART 1

BY: Joe Crisara

The essence of selling is to gain compliance of another person. Nothing in history would ever get done if all we ever did was disagree on everything. (See U.S. Congress)

The following is a list of “paths” to perfect persuasion. What is perfect persuasion? Perfect persuasion is when you have someone who at first want to do things their own particular way, but in the end they agree to doing things your way.

Okay, so that is the essence of persuasion. So what then is “perfect” persuasion? Persuasion is perfected when the person who changed their mind thought is was their idea and not yours. In this 3-part series we will explore the 21 paths to perfect persuasion… Continue reading “21 Paths To Perfect Persuasion – PART 1”

You Won’t Get Trust From A Book

BY: Joe Crisara

Creating Trust

“The sales people in our company tend to use much more company highlights that they keep in a “brag” book – Things like comments from Angies List, manufacturer awards, pictures of jobs and licenses, things of that nature in their presentation in an attempt to build company value. They said they do this because this is what Home Depot does on their calls.
On our service side we use very little, as our understanding is that you don’t believe in hyping up the company as competitors do, but by building value by being different and making more of a personal connection with clients. By the way, our service team outsell the sales people by 3-to-1. Is there a good mix? Is one of us wrong or right? What are your thoughts?”
— Letter from a client

Can You Get Trust From a Book? Continue reading “You Won’t Get Trust From A Book”

Selling To Americans Like a Communist?

BY: Julie Crisara

By: Joe Crisara – Contractor Selling
It Started Wars

There may be some of you who remember, as I do, that there was a time during the 1950’s thru the 1980’s that wars were literally started to prevent the spread of communism throughout the world. Although we are far removed from the era of “the communists are coming” I see a lot of what defines communism in the mediocre performers in many service businesses in our country.

At the heart of communism is that nobody should have something more outstanding or better than the average person. Whatever one person gets, so should everyone.

That brings me to a question I must ask all of you in the service contracting industry. Are you aware of the spread of communism that may be spreading throughout your company starting with your mediocre performers?

Continue reading “Selling To Americans Like a Communist?”

Plumbing Marketing Podcast

BY: Julie Crisara

Plumbing Marketing Podcast – Tips, Ideas & Strategies for Marketing your Plumbing Company Online by Plumbing Marketing Podcast

Interviews with the nations leading plumbing businesses. Discover what marketing efforts actually work and how you can grow your business to the $1M + mark & beyond.

To listen to an audio podcast, mouse over the title and click Play. Open iTunes to download and subscribe to podcasts: https://itunes.apple.com/us/podcast/plumbing-marketing-podcast/id567572017?mt=2

7 Mistakes Of Bad Sales Managers

BY: Julie Crisara

By: Joe Crisara Contractor Selling

Being a sales manager or anyone who is accountable for the results of your sales team is one of the hardest jobs in the world. It requires a thorough knowledge of marketing, sales techniques, pricing and above all profit. In the end, the manager or owner is ALWAYS to blame when results are poor and never get credit for success.

Who would take this job? I thought it might be helpful to provide some advice for sales managers that I have learned in my travels.

Here is the list of the biggest mistakes that sales manager make when trying to get and maintain good or great results from their team:

MISTAKE #1: The Customer Is Always Right – This long standing myth is completely untrue. I know the customer IS important but can they always be right? A manager can overlook when their employees are right to NOT take a job from a customer when the situation is not favorable to the company.

After all, the employee is the contact with the customer and is responsible for maintaining the customer relationship. When customers learn they can bypass the employee and get what they want by going to the manager, you will lose the credibility of your pricing structure with your employees. You can’t enter every negotiation starting from the point that the customer always gets everything they want before you even begin.

Continue reading “7 Mistakes Of Bad Sales Managers”

Joe Crisara: ‘Build It And They Will Come’? Not Without Marketing

BY: Julie Crisara

 

service-marketingWhen it comes to marketing, companies too often focus on promoting their products but neglect to highlight their services. It’s a huge mistake. We spoke with Joe Crisara, a longtime service contractor and CEO of ContractorSelling, about why marketing must be the No. 1 priority of every service organization, why word-of-mouth advertising falls short and how easy-to-use online tools can attract customers and provide valuable insights into a company’s marketing efforts.

What is the value of marketing for field service firms, and why should they spend time and money on it?

There are really three parts to every growing company, and two are the most important. Marketing is No. 1. It’s important to make promises to the community about what your company does better than other companies. If you don’t market, there’s no reason to be in business. No. 2 is the ability to execute on those promises. No. 3 is the operation of the company. A lot of times companies grow the wrong way by putting operations first and thinking that if they build it, customers will come. Once the initial blast goes through friends and family, they realize that marketing is extremely important.

Continue reading “Joe Crisara: ‘Build It And They Will Come’? Not Without Marketing”

Selling To Americans Like a Communist?

BY: Joe Crisara

It Started Wars

There may be some of you who remember, as I do, that there was a time during the 1950’s thru the 1980’s that wars were literally started to prevent the spread of communism throughout the world. Although we are far removed from the era of “the communists are coming” I see a lot of what defines communism in the mediocre performers in many service businesses in our country.

At the heart of communism is that nobody should have something more outstanding or better than the average person. Whatever one person gets, so should everyone.

That brings me to a question I must ask all of you in the service contracting industry. Are you aware of the spread of communism that may be spreading throughout your company starting with your mediocre performers? Continue reading “Selling To Americans Like a Communist?”

Great Service: The Knife That Cuts Through Hard Times

BY: Joe Crisara

Cut Through Hard Times

Although we try hard to not listen to the news we realize that the world around us as we know it is changing rapidly and for independent businesses in the contracting industry, mostly not for the better. Many of you that started out as a family enterprise are now struggling with the many challenges that face us going into the new millennium.

This is especially true when it comes to our industry. It only takes a moment of listening to the news to hear about the difficult economy. People are working more hours for minimum wage and small businesses are devastated by the lost jobs and the demolition of the local economy. Continue reading “Great Service: The Knife That Cuts Through Hard Times”

We Need Your Help

BY: Joe Crisara

Does Your Life Ever Feel Like The Main Plot of a Movie?

In the 1989 film classic Field of Dreams, an Iowa farmer by the name of Ray Kinsella, hears a ghostly voice that whispers, If you build it, he will come, and sees a baseball diamond in the middle of his cornfield. Although his wife is skeptical and his family thinks he’s a bit off-centered, he plows under his corn to build a baseball diamond, only to find himself on the verge of bankruptcy and having to sell the family farm.

We All Identify With Taking Chances

I suppose most of us reading this can identify with this movie. We all hear that little voice inside of us at one time or another telling us to take a chance. Take a chance in starting a business or starting a family. Take a chance in purchasing our first home. Take chances with our future. And we do it because something deep down inside tells us we have to. Continue reading “We Need Your Help”

Your Success – Acting “As If” It’s Already Happened

BY: Julie Crisara

Building Your Vision

Recently I watched the movie Under the Tuscan Sun, in which they tell one of my favorite stories. Here it is…

“Between Austria and Italy, there is a section of the Alps where it is an impossibly steep, very high part of the mountains. They built a train track over these Alps to connect Vienna and Venice. They built these tracks even before there was a train in existence that could make the trip. They built it because they knew some day, the train would come.”

When I first heard this story, I thought it was part of Hollywood fiction. After a little ‘googling’ and a lot of reading, I came to find out how this amazing achievement was accomplished. Continue reading “Your Success – Acting “As If” It’s Already Happened”

Q & A With America’s Service Coach Joe Crisara

BY: Joe Crisara

A Search For Truth

The following is an excerpt from article which features an interview the the good folks at Plumbinginfo.com did with me (America’s Sales Coach Joe Crisara) in the fall of 2012.  Author Sean Kavanaugh was researching sales systems for plumbers in attempt to help those struggling in this economy. He was searching for a true “customer focused” system that would benefit clients and contractors when he came across our material.

I invited Sean to audit the training and he actually attended the 6-day training program with 4 weeks of follow up coaching so he could see first hand how it worked in the field.  Sean called me back several times to convey how the results were beyond his expectations.

After seeing these results and how it increased his revenue and also how clients were pleased with the process, he requested this interview and I decided to post it here so those who have visited us but needed more info about our services could understand the motives and science behind our program. Continue reading “Q & A With America’s Service Coach Joe Crisara”

The Danger Of Using Work To Procastinate

BY: Joe Crisara

Whenever I have a task that I don’t want to do, I find anything other than doing that task simply irresistible. Basically I put my head in the sand by doing the things I enjoy like talking to a client on the phone about how to turnaround their sales results or working on a new script to help a company convert more callers into buyers. The time I spend avoiding the work I need to do can be very productive.  However, at the end of the week or month or quarter, I am still left with the task I HAVE to do.  What’s worse and more dangerous is that now the task seems more daunting because it is so far overdue. Continue reading “The Danger Of Using Work To Procastinate”

10 Tips You Can Do To Expose Unlicensed Work

BY: Joe Crisara

Shed Light On Dishonesty

I want to start by saying that I am against government interference in the contracting industry as much as anyone.  It is certainly hard enough to profitably operate an HVAC service contracting business without another partner who is guaranteed their profit before the contractor owner has to pay all of the bills associated with each job to reveal if there even IS a profit.

However, one of the places where local government and some dishonest people in the trades makes a mockery of the statutes and laws, is in the area of licensing and permits. The reason for licensing and permits is to protect the public against unsafe work being performed. There is also an element of consumer protection.  Local government has registered and tested licensed professionals to protect against unsavory characters that are posing as legitimate service contractors. Continue reading “10 Tips You Can Do To Expose Unlicensed Work”