Don’t Forget the Baby Boomers
While catching up on current commercials it has been quickly apparent that the big-ticket advertising has become increasingly targeted toward the younger guys who don’t shave and women who buy Land Rovers. Surely this demographic group is spending money and I hope they keep it up. They are a rapidly growing economic force and there is no doubt these hard working, independence loving, smart people will run the Baby Boomers’ world at some point… but not quite yet.
When You Are NOT Ready To Train Your Comfort Advisor
When you invest thousands of dollars in quality sales training you expect to see an immediate change in your comfort advisor’s behaviors and his or her results. That doesn’t always happen. Here are some roadblocks to getting better results, no matter how good the...
Getting Out of the Sales Doldrums
If you happen to be sailing around the world you would come to the Doldrums, an area around the equator where there is little or no wind. In old-world sailing vessel days, being caught there often meant days and weeks of simply not going anywhere. Today the term also...
Choices…not Options
For most people, the word “options” refers to things that can be added to what they have just decided to buy. In a buying context, when a sales person offers options, you know you are going to hear a sales pitch. The commissioned sales person will tell you why what...
Are You On Commission?
The homeowner asked that question when the maintenance technician offered her a surge protector for her compressor. The technician hesitated for just a brief moment, which was noticed by me, and by the customer. He replied that he was not, which we both knew was not...
The Single Legger
As you already know, the term “single-legger” refers to a sales situation where the sales person is meeting with one of the two persons who make up the “couple”. The couple can be any combination of persons such as married, living together, friends, neighbors,...
Close Rate
That was a no-show. It was a single-legger. They were just shopping me. The grandmother was the only one there. The dog didn’t like me. They didn’t have any money. There were two other contractors there with me. They said they only had 20 minutes. These are a few of...
Who is Managing Sales?
Few residential HVAC or plumbing contractors have someone responsible for managing sales. Many owners do the selling, perhaps along with a selling technician or two, and get good-enough results. Companies with a technician-selling strategy usually have the service...