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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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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Sales “Secret”: Ask Good Questions (and Listen to the Answers!)

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Iceberg consultative salesContractors,

How do you know what your customers really want?

There are a lot of ...

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Are you giving your customers options?

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I’m surprised by the number of contractors who only offer one recommendation. (Or no recommendations, just a report on conditions found!)

I think that’s a mistake. If you’ve done a good job listening to the customer, ...

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Moments of Truth

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helping hand up a rockEverything you do is either going to help your marketing or hurt it. Likewise, everything you do ...

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A “sales coordinator” is the foundation of a strong sales program

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425-gc-2008-mikeLeads are very important—indeed the lifeblood of sales and ultimately ...

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Quality, Standards, and…Sales Management

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Roadmap - Northwestern VermontI’ve had the privilege of working quite a bit with John Tooley over the ...

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Selling home performance? Start with what they already know.

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“High-Performance HVAC”, “ACH50”, and the latest digital manometer are cool at a home performance conference. For most people, including most of our customers, though, these concepts are a bit too far removed ...

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Your Weekly Sales Meeting Can Help You Sell!

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Home Performance Sales Meeting Infographic 3Dusting off and reworking a post from a ...

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