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 ...

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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, ...

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Build Value (from both sides) 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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Does your pricing work?

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what pricingLast week I worked with four different contractors and people in two different programs and discussed ...

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Building Value…to Drive HP Sales

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value benefit cost

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

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Dump the Jargon and Focus on the Value

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You’ve heard me talk about avoiding jargon and using “words that Mike’s mom would understand“. And engaging people based on what they value rather than what you like ...

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Think Big. Big Value. Big Sales. (And Big Savings.)

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tiny house‘I can’t sell that attic insulation package at $3.50 per square foot. No one will by it.’

This is just ...

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How Much Waste and Inefficiency is in Your Home Efficiency Business?

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Muda in home performance - Waste reduces value and hurts profitsOn a LinkedIn discussion group last month, a ...

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