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Selling Power

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Too Quick Creates Too Little Value

When I teach clients my Sales Power! selling system, one of the biggest concerns the owner and their Techs have is what to do when a client complains about a bill or a price by saying, “Well, your guy was…

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9 Ways to Energize the One Step Close and Make More Sales

The clients I coach on how to improve their closing ratio [which is how many service calls they go on vs. the amount of calls they actually close a sale] Their installation sales have reported a dramatic increase by just…

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Teaching the “Raising the Objection” Technique

Coming from a background in sales where I knew that my pricing on service work and install were going to be anywhere from 33 to 50% higher than most of my competition, I learned a key sales technique. It’s called…

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Why You Need Systems Even More During the Slow Times

It’s true that systems can make any company run better and be more profitable in the good times. It also true it makes it possible to run your company successfully without you having to ride to the rescue to save…

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Becoming the Total Solution Provider

We may live in the age of specialization but right now the best thing you can do is become more of a total solution provider. Many years ago my brothers and I decided that if we didn’t “own the basement”…

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Why Offering the Best Warranty Out There Makes You Money

It may seem counterintuitive but offering a better warranty than your competition actually makes you money. The reason is you overcome one of the best buying objections a customer has when making a purchasing decision and it separates you from…

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What You Must Do to Make More Sales

Why were my sales so poor at the beginning of my sales career? Here’ are only three of the many reasons: I was trying to make sales call during the day when maybe one decision maker might be home. This is…

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4 Things to Do to Make Extended Hours Work for You

Providing “Extended Hours” of service is something that I’ve always preached as a key to creating additional profitability at any company. It’s also the right thing to do to serve your customer best. It’s also the only smart way to…

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5 Ways to Rev Up Your Sales in Slow Times

Let’s face it: things may be slowing down for you and your company. What’s important now is to develop the ability to make the phone ring. Here’s what I’m teaching my clients to do right now and it’s paying off…

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The Power of Great Taglines

Wikipedia defines a tagline as a variant of a branding slogan used in marketing and advertising. The idea behind the concept is to create a memorable phrase that will sum up the tone and premise of a brand or product…

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