Prices of everyday goods are rising. That means your average customer has less cash to spare when it comes to big purchases for their homes. How can you offer a solution when the only thing standing in the way of a customer and their new system...
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Consistency is the biggest key to almost everything in life, and sales is no different. But what if you could make consistency second-nature for yourself by changing your focus from working towards results to working on your process. Weldon Long...
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Your sales team may already have a good closing rate. However, You may still be missing out on added revenue by skipping one all important step. Drew Cameron and Matthew Bratsis. This week on Cracking the Code, Contractor University faculty...
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Not every customer will be upfront with you about needing financing to afford your service. But even the ones who are may not tell you about their 15 outstanding credit cards balances, or that high-interest loan on a new swimming pool for the...
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Most customers will only buy a new heating and cooling system one or two times in their entire life, so contractors must address their price concerns with care and consideration. Drew Cameron In this week’s episode of Cracking the Code...
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Some customers are looking for all the bells and whistles, an some will insist on the lowest price, period. So how do you structure your sales conversation to serve the needs of all customers without shoehorning anyone into a system that isn’t...
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As the owner of your business, you should have an inherent drive to achieve the goals and KPIs you set out and you know why you have to achieve them. But how do you consistently hold your team accountable to your goals when they have no reason to...
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As a business owner, you know that your best leads often come from referrals from previous customers putting their friends on to you. But how are you consistently turning your everyday customer into sources for referrals and customers for your...
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Every day, you’re either affirming your current habits and routines or breaking them and starting new ones. As a business owner, you need to create a working environment for your technicians that will consistently reinforce your goals for them...
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Take it to the bank: Your next customer has already had a bad experience with a salesperson. They may feel apprehensive, even suspicious dealing with another one. But your technicians are in the home to focus on problem-solving — and since...
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As a business, you want to be able to serve a broad range of customers. But regardless of what brand you sell, there are only so many different systems you can offer. So how do you guide your customers to the option that will work best for their...
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