5 Reasons Why Steady Eddie Wins

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Have you ever worked with an egotistical jerk? You know the type of person I’m talking about! He may be really good at his job, but he wants EVERYONE to know it. He’s the Super Plumber!

Steady Eddie Wins

I’m Mario!”

Well Mario, what about Luigi?

 

via GIPHY

Sometimes the Super Star needs to go to Charm School.

Today’s post is a Training Video that highlights the power of the Steady Eddie, and can teach a thing are two about respect to the Super Star. We love the SuperStar, but you don’t have to be a Jerk just because you are a SuperStar.

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10 Great Sales and Closing Lessons to Boost Your Results

training video included

Chris Loudermilk and Chris Elmore bring you 10 Great Sales and Closing Lessons.  From the Holiday Objection “I will call you back after Christmas”, to “I did not budget for this and I have to buy presents for the kids”, Elmore and Loudermilk will unpack 10 great Lessons to Boost Your Results. RELATED: Sales Training for Service Professionals

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The video is 32 minutes long and you can watch all of it, or go to the sections that you are interested in.

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How to Overcome the “It’s a Bad Time” Sales Objection

training video

As a residential Sales Tech or Sales Pro, you are going to get slapped with the “It’s a Bad Time” Sales Objection. This objection can pop up at anytime. Yet it seems to arise alot during the Holidays. RELATED: Crush the Christmas Objection.

How to overcome the "It's a bad time Sales Objection"

This type of sales objection is referred to as a “Subjective Sales Objection.” Which in essence means “It’s the clients’ opinion.”

Check out this dictionary definition.

subjective | səbˈjektiv | adjective: 1. based on or influenced by personal feelings, tastes, or opinions: his views are highly subjective | there is always the danger of making a subjective judgment. Contrasted with objective. dependent on the mind or on an individual’s perception for its existence. *definition from the Apple Dictionary

These types of sales objections present the biggest challenge to overly sensitive, and newly minted sales professionals. The overly sensitive sales professional struggles with these type of objections because he feels what the client wants him to feel.

These objections are equally as challenging for the fact based sales professional, because this objection is based in feelings, and not in facts. If were based in facts, you could simply prove your cases with the numbers.

So,

How should a Sales Professional handle a Subjective Objection?

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Jack Arnold’s Transformation from Time and Material to Flat Rate

Jack Arnold is a Time and Material electrical contractor from Chicago. He suffers from the same headaches all Time and Material contractors suffer from: inconsistent pricing, complaining clients, low profits, and unclear systems and procedures.

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I’ll fully admit that I didn’t know that Jack was a Time and Material contractor when he signed up for our Sales Training Class. I met Jack through Facebook, and his name became familiar through our online interactions. After offering several helpful tips, and sharing several articles, Jack decided to test the waters by attending his first Sales Training Program. Jack’s first experience excited him so much, that he has decides to transform his business.

Jack is on transformation journey. It’s a journey that will take his company away from Time and Material, and into the world of Flat Rate.

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The 5 Ways to Lose Money with Flat Rate Pricing

and how to avoid these money drainers

Flat rate pricing has been around in one form or another for more than 30 years. I remember using flat rate in 1985 as a helper. Every company I was with as a tech used flat rate of some type. From the classic task list to the simplified level pricing to tiered package pricing, flat rate is the go to pricing for the service trades.

Flat rate is a part of a very powerful business strategy, but can be the proverbial two-edged sword. Some have tried flat rate only to see lower ticket averages, higher frequency of “diagnostic only”, and upset customers. Those that experience these issues usually blame the pricing and revert to the old time and material method of pricing. RELATED: HOW TO PRESENT FLAT RATE

In an effort to save you the headaches experienced by others, here’s a list of 5 things they did to lose money using flat rate pricing. Use these to avoid the same mistakes.

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