Contractors, Are Your Sales Advisors on Commission?

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In follow-up questions from recent sales trainings, I’ve been asked, “Mike, how should I be paying my Comfort Advisors?”

The short answer: On commission. I’ll elaborate on that below.

Some contractors, especially newer “home performance” contractors, pay ...

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Home Efficiency Measure Pricing – How Should Programs Weigh In?

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A conversation that comes up frequently with efficiency programs is with respect to pricing. It sometimes sounds like this (an actual quote):

“We watch those contractors because some want to charge too ...

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6 Ways to Screw Up Hiring a New Sales Person

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I wanted to talk a bit about hiring, and maybe pick up on that thread from a different angle next week.

I’m working with a few contractors who are looking for additional ...

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A Tale of Two Value Propositions

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Last week, I talked about value from both the benefit and the cost sides. Let’s dive into the benefit side a bit more deeply…and not the way many of us energy nerds often ...

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Build Value (from both sides of the equation) to Drive Sales

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value benefit cost

If you can’t build and sell value, you have to ...

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Is your salesperson pricing right?

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“The sales guy screwed up, and we really ate it on that job.”

Maybe. Maybe not. In my view of successful, scaleable HVAC, solar, and home performance companies, the sales person is responsible for putting together an ...

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How Efficient is Your Home Efficiency Business?

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Muda in home performance - Waste reduces value and hurts profits

We talk a lot about “efficiency” and ...

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Does Your Pricing Come up Short?

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Three contractors in four weeks, each with some serious pricing problems that where hurting their businesses!

Last week, I pointed out that getting more sales doesn’t necessarily fix everything. There is some scary reflection of ...

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Sales do NOT fix everything!

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You’ve heard the saying, “Sales fixes everything”, and Guy Kawasaki explains how.

The problem is that sales do NOT fix everything.

Don’t get me wrong. Sales are important. If you’re not selling, everyone can stay home. ...

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Panning for Gold: “Leads” During the Slow Times

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panning for goldAlthough there was snow here and there, and even some bitter cold, it really ...

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