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You Don’t Have To Be An Einstein To Sell More
You Don’t Have To Be An Einstein “The problems of today cannot be solved by the same level of thinking that created those problems.” Albert Einstein How many times in the service contracting business...
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7 Reasons Why Your Sales Results Suck
Got Your Attention? One of the more fun parts of my job is talking to sales and service managers who refuse to admit that the results that their people get on their opportunities do indeed, suck. What...
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Using Fear As a Barometer
Using Fear as a Barometer Fear can disable the best of us. Many times the fear we face in service and sales situations start to make us create assumptions that lead us to dysfunctional behaviors....
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The “Silver Bullet” of Sales
Is There a “Silver Bullet?” Whenever I work with sales managers who are failing, I notice that they all talk about the immediate issues going on with their salespeople and are looking for the “quick...
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Service CSI: Who Killed Our Callback Rate?
Callbacks Are Costly Callbacks are costly. Each time we go to a customer homes it can cost as much as $250 or more. In a recent discussion on Linkedin, John Whitney Jr. said, “Field service techs...
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The “Dispensable” Service Person
“Where’s Jimmy?” Ralph who is one of the senior techs working at an hvac, plumbing and electrical service business suddenly blurted out a question to his boss, “Hey Bill, where’s Jimmy? I haven’t seen...
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Do I Have To Throw a “Perfect Game” To Close Sales?
Do I Have To Be Perfect? One of the things I like bet about baseball is the possibility of a pitcher throwing a perfect game. No other sport offers such a finite example of doing the job right. Is it...
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Join Us In Long Beach – Service Super Summit 2013
———————————————————————————— A Hard Business Indeed HVAC, Plumbing and Electrical service contracting companies are like no other small business out there today. Most small businesses are made up of...
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Your Success – Acting “As If” It’s Already Happened
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...
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21 Paths To Persuasion – Part 3
In this 3rd and final issue of this 3-part series we will continue to explore the paths to perfect persuasion so you can both evaluate and apply new methods to perform your service for your clients…...
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7 Reasons Why Your Sales Results Suck
Got Your Attention? One of the more fun parts of my job is talking to sales and service managers who refuse to admit that the results that their people get on their opportunities do indeed, suck. What...
View ArticleClik here to view.
Using Fear As a Barometer
Using Fear as a Barometer Fear can disable the best of us. Many times the fear we face in service and sales situations start to make us create assumptions that lead us to dysfunctional behaviors....
View ArticleClik here to view.
The “Silver Bullet” of Sales
Is There a “Silver Bullet?” Whenever I work with sales managers who are failing, I notice that they all talk about the immediate issues going on with their salespeople and are looking for the “quick...
View ArticleClik here to view.
Service CSI: Who Killed Our Callback Rate?
Callbacks Are Costly Callbacks are costly. Each time we go to a customer homes it can cost as much as $250 or more. In a recent discussion on Linkedin, John Whitney Jr. said, “Field service techs...
View ArticleClik here to view.
The “Dispensable” Service Person
“Where’s Jimmy?” Ralph who is one of the senior techs working at an hvac, plumbing and electrical service business suddenly blurted out a question to his boss, “Hey Bill, where’s Jimmy? I haven’t seen...
View ArticleClik here to view.
Clik here to view.
Do I Have To Throw a “Perfect Game” To Close Sales?
Do I Have To Be Perfect? One of the things I like bet about baseball is the possibility of a pitcher throwing a perfect game. No other sport offers such a finite example of doing the job right. Is it...
View ArticleClik here to view.
Join Us In Long Beach – Service Super Summit 2013
———————————————————————————— A Hard Business Indeed HVAC, Plumbing and Electrical service contracting companies are like no other small business out there today. Most small businesses are made up of...
View ArticleClik here to view.
Business Makeover 2014 – By Ellen Rohr
———————————————————————————————————————- I came across this exciting program which is being presented by one of my great friends Ellen Rohr who specializes in planning for success in your business and...
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