How to Create BEST-BETTER-GOOD Choices
Over the last 10 years, our industry has realized that offering 3 or 4 choices instead of a single “bid” is a smart way to sell. Here’s why, and more importantly, how.
Introducing: On-Demand TRUST® Sales Coaching Online Videos
Have you been at the kitchen table and you wished you could remember exactly how you were taught to answer an objection? Have you wanted to review your sales training DVD’s and find they have disappeared from the office? Do you have a set of sales training DVD’s and don’t have a computer with a built-in DVD player?
ANNOUNCING: The Selling with TRUST® In-Home Sales Training video is now available for online streaming. And, as in introductory offer, you can SAVE UP TO $60 over the cost of the hard-copy DVD!
I Don’t Want You to Sell Me Anything
Service technicians are under increasing pressure to become sales superstars. It’s understandable. All businesses must create sales growth and the service technician is often a contractor’s best asset in terms of customer trust and contact frequency. There can be a...
Anatomy of a Successful Retail Sales Organization
Very few companies have a sales organization that consistently produces profitable growth. Owners often blame the shortcomings on high-maintenance sales people who grow lazy and demand more. Sales people are inclined to blame it on owners who don’t support a...
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...