Can your Advisor charge more than book price?

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I had a good discussion with a client about my last post, specifically about allowing your Advisors the discretion to discount.

He asked if he could apply the same methodology in reverse (his only sales ...

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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 salary. Often ...

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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 sales staff ...

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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 do.

Here’s a ...

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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 accurate price ...

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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. And as ...

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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 hasn’t been ...

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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 very smart ...

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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, you’ll have ...

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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 is either ...

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