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 compete on ...

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How Efficient is Your Home Efficiency Business?

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Muda in home performance - Waste reduces value and hurts profits

We talk a lot about “efficiency” and “reducing waste” ...

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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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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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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 pricing.

Oh my.

Contractors, can you make ...

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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. If you compete (and win) ...

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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 to talk about. The following ...

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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 ...

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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 ...

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