Apr 17th, 2015 – How Do You Close a Sale?

Last week I showed a clip from a show with the world famous sales guru, Tom Hopkins. He answered the question “When do you close a sale?“. The clip was such a hit, I am going to use another clip from the show of Tom answering the question, “HOW do you close a sale?“.

Apr 1st, 2015 – Are You A Closer?

Some sales people rationalize not asking for the order at the end of their sales process. Maybe they don’t want to be too pushy, or they think the sale is in the bag. If you don’t close at the end of your sales process for ANY reason, you are going to miss so many opportunities. …

Mar 26th, 2015 – What You Believe Is What You See

Your brain tends to notice the things around you that reinforce your existing beliefs, whether those beliefs are right or wrong. You notice the things that you already believe to be true (“Rich people are crooks! Just look at the Enron scandal!”), and ignore the things that challenge your beliefs (“Bill Gates is a great …

Mar 18th, 2015 – The 10 Commandments of Great Managers

On this months’s Celebrity Coaching Call, I had the pleasure of welcoming Mark Matteson. Mark Matteson is an inspiring speaker and the author of the international bestseller, Freedom from Fear. For over 20 years, Mark’s positive humor and peak-performance tools have impacted organizations around the globe, igniting personal and professional success for tens of thousands …

Feeling Overwhelmed?

Do you have so much to do that you feel overwhelmed? How can you stay on track when there is so much on your plate? This is a situation MANY people find themselves in. Even I am in that situation right now. The true challenge is finding the time to make changes and improvements in …

The Top 3 Objections We Face

When you get down to it, there are only 3 real objections we face in the home: Price, Three Bids, and “I want to think about it“. When you’re faced with any of these objections, the trick is to find out if it’s a real, structural objection or just a smoke screen because the home …

The Speed of Trust

This month, we were blessed to have Franklin Covey’s own Jeff Carney on our Celebrity Coaching Call. Since 1987, Jeff Carney has been an outstanding Region Manager and training consultant with Franklin Covey. In addition to managing a sales and consultant team, Jeff teaches several Franklin Covey workshops including FOCUS, The 7 Habits of Highly …

What Do You Expect?

“The Reticular Activating System” is a part of your brain that filters out what you don’t think is relevant and filters in what you do think is relevant. When you are hungry, it is responsible for making you notice the different restaurants you pass on the road that usually don’t get a second glance.

Three Types of Customers (Market Thirds)

There are three types of customers we come across in the HVAC industry. Value based customers want a great product, cheap customers want whatever option is the cheapest, and undecided customers can go either way depending on what is important to them. The trick here is to influence the undecided customers into putting greater importance …