Never ‘accuse’ your prospect of having a “problem”!
Steve shares one word to never use with a customer along with a reminder on a much more neutral and less “accusatory” phrase.
customer interview
Home owners love technicians who love pets!
You can’t go wrong focusing on customer’s kids and pets. Steve shares how he programmed in some “pet positive” Moments of Truth into his technician’s daily routine …
Never give up on a phone prospect!
Instead of meekly giving up when your prospect says, “Let me check with my husband/ wife/ boss” etc. you reply…
Why ‘full confession’ is always best …
There will always be unsolvable problems in your customer’s home or business. How can you avoid endless callbacks to “fix the unfixable”? Here’s a simple reminder …
Closing the sale with Steve’s 3-step ‘AFO’ sequence
Steve offers his favorite 3 step “closing the sale” technique. Try it for a few weeks … what do you have to lose? Give it a try!
Using “Show and Sell” to get new commercial accounts!
“Reach out” to commercial property managers by discovering and then fixing their problem areas- for FREE! Steve shares four proactive “show and tell” secrets that will win you long term contracts…
A clipboard gives you “Instant Respect”!
Create positive client feelings right from the git-go with a simple clipboard. Small touches like this display a “Sense of Urgency” and communicate security to the client.
Seven words that book more jobs!
What is of special concern? By focusing on what is “special” to your prospective client you seal the sale and create a future Cheerleader for your company.
Why (and how) you should use “VBQ’s” with your Initial Contact
Use this five step initial contact interview process to increase your commercial sales.
Winning Over the “Price Shopper” (Without losing your shirt!)
Cleaning your carpets on the cheap is definitely “in”. Thanks to the economic downturn (and Groupon!) even well off carpet cleaning clients are negotiating for a better price. So what’s a poor cleaner to do?
How to respond to a “price request”
The potential customer asks you for your price. How do you respond? Steve shares his favorite commercial price request response.
You be nice to me and I’ll be…
In business you can feel good about generously giving to others and yet ALSO be well-compensated in return. It’s called reciprocity.
Why you must ask “Valid Business Questions”
What are “Valid Business Questions”? Steve gives sample questions to help you build confidence with the customer and make the sale.
Display your ‘care and concern’ with “Immediate Action”!
Creating Customer Cheerleaders is all about how they feel about YOU … not the work. Value Added Service is based on little details. For example…
No more wasted trips to the service truck!
Getting more done in less time means increased profits. Let’s focus on fewer steps back and forth when setting up on the job.