“Objection Handling” Overview

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With two back-to-back trips to the Grand Canyon over the past few weeks, it’s taken a while to continue with the objection handling thread. (BTW, to learn what canyoneering has to do with running a home performance business, ...

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Handling Objections: A One-Scene Role-Play

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In a contractor sales training a couple weeks ago, the section that got the participants the most engaged was on “Handling Objections”. I want to dissect that more, but for today, I’m going to limit this ...

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Ignoring Irrational Buying Behavior Means Fewer Energy Efficiency Purchases

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Predictably Irrational CoverCheck out Predictably Irrational by Dan Ariely.  Or just read his ...

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Role-playing. Love it or hate it, you should be doing it.

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Practicing makes you better“You look like a dork.” OK, maybe she has a ...

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4 (More) Traps to Avoid in Selling Home Performance

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You want the sale. We all want the sale! Maybe you’re very hungry to post some numbers or push to hit the plan. That’s OK. But don’t let that get in the ...

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Good information and financing don’t lead directly to buying energy-efficiency

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bad decisionsI heard it again last night from a couple of manufacturers who ...

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