The Top 5 Qualities of Super-Successful Contractors, Techs, and Salespeople

BY: Joe Crisara

salespeople

Stop selling equipment!

That’s right… cut it out.

I mean, you’re still going to sell equipment, but you need to totally change the way you look at it. It’s not your main product. Not anymore. Not if you want to thrive in this business.

In my last article I told you about commoditization, the REAL villain in the contracting industry, which is the reason for so many of our brethren’s financial struggles.

The products you sell at your business have become no different than a gallon of gas to the general public because they have tons of different places they can buy those exact products (or similar products) from.

And how does the general public decide where to buy gas? The go wherever it’s the cheapest.

If you continue to have the mindset that you sell equipment and parts for a living, you’ll be forced to continue to play “the lowest bidder” game and struggle financially as a result.

So is that just the way it is in this business these days? Should you just suck it up and accept it as the new normal?

Oh, hell no.

If you’re willing to make the change, I can tell you how to fix this problem.

It’s all about shifting your mindset from selling equipment to selling service. Continue reading “The Top 5 Qualities of Super-Successful Contractors, Techs, and Salespeople”

Why Increased Competition is NOT The Problem With Your Business

BY: Joe Crisara

increased-competition

Think about the last time you had a conversation with a group of other shop owners at a meeting, training session, or some other kind of industry get-together.

What was the “shop talk” like?

Ok, so that’s a rhetorical question because unless you were at one of my training sessions, I KNOW what the shop talk was like.

Continue reading “Why Increased Competition is NOT The Problem With Your Business”

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”