Sales-Psychology.com Blog

The World Didn't End... Now What?

Michelle — 2011-05-26T18:15:34-04:00

I have to admit I really didn’t pay much attention to the May 21st “worlds coming to an end/rapture” story much at all. I couldn’t even tell you the name of the man who came up with this prediction. I did hear stories on the news a couple days leading up to the 21st about people selling their homes and “getting ready” for the big day. When I heard this, I thought to myself, “have these people been living their life so different that they have to do a complete 180 degree turn?” What will they do, now that the world is still here?

via www.sellingatthekitchentable.com

Dare to Look Them in the Eye

Michelle — 2011-05-13T09:35:56-04:00

One thing that I was taught at a very young age was common courtesy. Saying please, saying thank you, wiping your feet before you go into someone’s home- things like that. Something that I also remember being taught at a young age was to look someone in the eye when you’re talking to them. I’m pretty sure it was my grandfather who explained that when you’re looking someone in the eye while you’re speaking to them, you not only show them respect but you are allowing them to gain respect for you. I find this interesting because it’s such a simple thing that seems to escape some adults let alone children.

via www.sellingatthekitchentable.com

Planting Seeds for Lead Generation

Michelle — 2011-05-05T13:42:21-04:00

When I look out into my backyard, it’s great to finally see the grass covering up the gigantic holes that Rosie, our 100 lb. Bernese Mountain Dog, has dug throughout the winter. I'm starting to plant seeds for full growth by early summer. The most ideal time, however is early fall when the dry, hot weather is gone. This gives the seeds a chance to stay moist in preparation for the next spring season.

via www.sellingatthekitchentable.com

My Accidental Sales Career

Michelle — 2011-05-05T13:41:57-04:00

I was recently interviewed by BlogTalkRadio's Dr. Rhonda Show where I talked about my successes with selling to homeowners, how I got started and what makes the difference between a closed door and a closed sale.

via www.sellingatthekitchentable.com

Getting Naked with Homeowners

Michelle — 2011-05-05T13:41:17-04:00

I recently finished the audio book “Getting Naked” by Patrick Lencioni. This book is a business fable. It tells the story of a business consulting firm that buys one of its biggest competitors. The firm is quickly faced with the realization that the culture of the two firms is very, very different. The purchasing firm (Kendrick and Black) is very sales focused with much more of a corporate feel. The firm that was purchased (Light house) is a very relaxed organization with a much more helpful and client focused perspective.

via www.sellingatthekitchentable.com

St. Patrick's Day News: Contractor Sales Book Available for Pre-Order, Save 25%

Michelle — 2011-03-17T05:09:41-04:00

I'm celebrating a little more today than just the the "Luck of the Irish". I'm happy to be announcing, on St. Patrick's Day, the launch of my new contractor sales book,

"Selling at the Kitchen Table: A Contractor's Guide to Closing the Deal"

This book is written by a contractor for contractors who want to improve their communication and sales skills with their residential customers in an effort to sell more volume and increase profits.

If you sell to homeowners, this book is for you. Right now, it's available on discount for an entire month:

Save 25% by pre-ordering this book right now

Back to Basics

Michelle — 2010-11-18T06:36:03-05:00

There is no doubt that changes in temperature are a welcome boost to a heating and air conditioning contractor’s business.The phone rings off the hook, service calls are plentiful, and equipment sales close easier — but below are several questions to consider if you’re a sales professional or business owner in this industry:

• If your service technicians weren’t trained properly prior to the start of a new season on increasing average tickets, converting service calls into maintenance plans, and generating leads, what’s going to happen when the season ends? Can you imagine what the revenue, profits, and sales volume should or could have been if they were trained properly?

• How about your salespeople, are they trained well? Can you imagine the sales volume if your sales staff can actually show a customer the difference between cheapest price versus lowest investment? What if your salespeople understood how to use interest-free payment plans as a closing tool? Imagine if your salespeople knew how to build on the relationships they just made and could generate lifetime referrals from them.

BACK TO BASICS

It’s critical to not let time get away from you. Before you know it, it will be too late and cash flow will not be flowing as easily. Below are some tips on what to do in some of these areas during your busy seasons:

1. Practice sales fundamentals. Train your sales staff and service technicians properly on basic sales techniques for increasing average tickets, generating leads, building relationships, and into converting service calls into maintenance plans. Being great at these fundamentals in the heat of the moment is what separates the best from the average.

2. Make sure you’re having your weekly service meetings. Make sure to talk about who’s leading the pack in spiffs, converting calls into service agreements, and average tickets.

3. Schedule ride-alongs. Pairing the top-performing leaders with some of the low performers on ride-alongs will make a difference.

4. Don’t forget about residential equipment sales. On the residential equipment sales side, the suggestions apply. Don’t miss your sales meetings just because you’re busy. Make sure you’re talking about average sales, closing rates, and referral generation. I also encourage ride-alongs with some of the leaders in these categories with some of the low performers.

It’s easy to get complacent when it’sbusy — because we’re busy. It’s easy to forget about the basics.

John Wooden who set national collegiate basketball records for consecutive titles passed away this past June. What made coach Wooden great was his ability to convey the importance of fundamentals. He would take the greatest athlete and get him to practice fundamentals so that in the key/pressure moments of a game, he could execute the fundamentals consistently.

Business owners and managers, don't forget the basics. When you train your sales staff exceptionally well and incorporate sales fundamentals in their sales day, you’ll see sales volume and profits soar well beyond your busy seasons.

How to Engage Your Employees - Human Resources - Employee Retention

Michelle — 2010-08-31T17:55:08-04:00

Employee engagement is getting more and more attention lately. The importance of connecting the workforce to your company’s productivity can’t be overstated. According to a recent HR magazine article, disengaged workers costs U.S. companies an estimated $350 billion every year.
What can we do to keep employees engaged? We have to make sure that we are providing an optimal workplace environment for them to thrive. They should feel respected and comfortable to express their ideas, regardless of their role or position in the organization. Management has to be accessible and seen around the company.
Speak with employees to find out what is on their minds. Do they have ideas for improving the business, or ways to promote a better workplace? What do they want to accomplish professionally? We all have to make sure we are offering learning and development opportunities on the job, and challenges to promote growth. Read more on this.

via www.inc.com

Facebook promotion launched today!

Michelle — 2010-05-07T17:39:32-04:00

Happy to have just launched a Facebook promotion on my business page, giving my business page fans a free 6-week video workshop on "Selling to Home Owners". Week 1 (the Introduction) has just launched less than an hour ago. Become a fan now and get immediate access to the video workshop from my video tab.

6 Advantages of Time Management

Michelle — 2010-05-03T22:13:14-04:00

How often do you plan? How often are your plans destroyed by urgent interruptions? Time management will give you opportunities to create a schedule that works for you, not for others. Here are 6 other advantages to time management:

Gain time. Lost time equates to lost money. Good time management can be considered good money management.
Motivates and initiates. When you've got time, you can be motivated to do more in your day.
Reduces avoidance. Proper time management reduces your avoidance of tasks that are important to you and crucial to your success. When they are planned into your day, you'll get them done and move onto tasks that are more enjoyable.
Promotes review. Good time management means you can take a step back at your progress and decide whether you're making the best of your time, how much time your devoting to the things that are most important to you, rather then to others, and when/where to make changes.
Eliminates cramming. Keeping to a realistic schedule helps you space out your daily tasks and eliminate cramming.
Reduces anxiety. The feeling of "getting it all done" is a great stress-reliever. When you manage your time and keep to your daily plans, you'll inevitably feel good about yourself and motivated to take on bigger tasks that will push you closer to your greatest goals.

Can you benefit from improving your time management skills? Here's a free Webinar on Time Management and Scheduling Your Priorities First - Tuesday, May 11th, 7pm - 8pm EST. Register today!