Archive for the 'sales trainng' Category

2010 Starts Now!

This may come as a shock to my friends and clients in the home services industry but…next year is here, now!

Sure, I know, we are just finishing this year…and we deserve a break. Sorry, no break..not now; not when only the best prepared will grow in this economy. So, you just gotta ask yourself, will I or won’t I be on the winner list this time next year?

If you are committed to growing, you have your work cut out for you. Sure, it can be done…I have numerous clients and contacts who have grown significantly this year. But it wasn’t an accident or quirk of fate. It was the result of planning, training, lots of hands-on follow up, tracking and reacting on a daily basis. Nothing short of that works.

But you can grow.

Next, if you are one of those sad soles who feels you’ve paid your dues, suffered through this recession and are celebrating Ben Bernanke’s decision that “the recession is largely over”, guess again. Ben deals with banks. You deal with homeowners and small businesses. And, flash! The recession is NOT “largely over”. Only a politican or economist would say a thing like that. So, together, we wil l face another tough selling season. You have to be ready..that is, unless you are content to backslide…something I find unacceptable.

If you know my history, you know I helped a small, growing service company grow in the recession of the late 1980’s. We learned that it can be done. But it doesn’t just happen. To succeed in 2010, you will need to be 10% better at everything you do. You will need to hire 10% better, train a tad more effectively, lead, track, react and coach 10% more effectively. So, take my advice…strart next year now! Don’t get lazy. Forget about the flush years past…this is a business war we are in and not all will make it. Be on the winner’s list.

My schedule is filling faster than ever…and that is becsause smart managers are preparing now for tomorrow.

Food for thought.


Selling in Tough Economic Times

I’ve been selling and training sales reps most of my adult life.  I’ve succeeded and I’ve failed. Importantly, I’ve learned.


In difficult economic times, when the media saturates the airwaves with warnings that the sky will surely fall, and doom and gloom are our future, selling gets even tougher.  That is, unless you understand HOW to sell in what buyers want. Good luck!


I’m old enough, been around long enough to have trained sales reps during the 1987 recession.  Then, as now, albeit with less media frenzy, the word was out…you can’t sell during a recession!  At my company, we forged ahead.  We fine tuned the process, worked real hard on fundamentals and focused on communicating to our prospects, what we had that made sense no matter the economic conditions.


Bottom line, there are some things people need in tough and good times; things they will buy anytime, all the time.  Food, booze and some sort of self-gratifying leisure fulfillment are all on the list.


Something else that makes good sense to the buying public is an investment in their number one asset, their home.  Having spent considerable time in the home services business, including the 87 recession, I learned how to sell right into the economic ‘bounce’ that follows every downturn.  We learned to sell value.


Hear me out; selling value is not a vague process. While the word, value, needs definition, when defined in terms of your product or service offering, and effectively communicated to logical prospective buyers, it sells!


In my training role, the job was clear…help define our company’s value proposition and teach our sales people to communicate it professionally and effectively.  Did I say sales people…my bad. I taught everyone on our staff why we were a great investment.  Unless you don’t care what your employees think about you and your business, and unless you believe they will never talk to a customer or prospect, better teach everyone how to communicate your unique benefits to the buying public.


This year, in my training/consulting work, it’s already started.  My phone is ringing now..and the caller will be in panic mode.  What I’ll hear is “How am I going to grow in this economy?”  Right behind the sales question will be “How am I going to keep my customers, to insure repeat business?”


The answer to both questions is to focus your sales and customer service process management, as well as your staff training on communicating value, your unique value to the customer. If you can, you’ll be fine. If not, it’s going to be a long, cold winter.  Let me know if you need some help.