Is your salesperson pricing right?

Posted by:

Share Button

“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 accurate price ...

Continue Reading →
0

Panning for Gold: “Leads” During the Slow Times

Posted by:

Share Button

panning for goldAlthough there was snow here and there, and even some bitter cold, it really hasn’t been ...

Continue Reading →
0

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

Posted by:

Share Button

Iceberg consultative salesContractors,

How do you know what your customers really want?

There are a lot of very smart ...

Continue Reading →
0

Are you giving your customers options?

Posted by:

Share Button

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, you’ll have ...

Continue Reading →
0

Moments of Truth

Posted by:

Share Button

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

Continue Reading →
0

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

Posted by:

Share Button

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

Continue Reading →
1

Quality, Standards, and…Sales Management

Posted by:

Share Button

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

Continue Reading →
0

Selling home performance? Start with what they already know.

Posted by:

Share Button

“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 from their ...

Continue Reading →
0

Your Weekly Sales Meeting Can Help You Sell!

Posted by:

Share Button

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

Continue Reading →
0

6 Ways to Screw Up Hiring a New Sales Person

Posted by:

Share Button

Following on yesterday’s post about good people in the industry, I wanted to talk a bit about hiring.

I’m working with a few contractors who are looking for additional sales staff right now.

Hiring ...

Continue Reading →
0
Page 2 of 8 12345...»