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.
selling commercial cleaning
How to “work with” (not against) the Gate Keeper
If you make commercial cleaning sales calls you surely meet the gate keeper. Are they friend or foe? A lot depends on how you handle your interaction.
How to overcome commercial inertia …
Let’s focus on commercial inertia with property and facility managers! (And insurance adjusters too.)
Sales tools to “make it easy” for your sales staff
Follow these 5 steps to give your commercial team the sales tools they need. Boost their confidence and make it easy to sell more contracts.
Give your commercial prospect the “open access” option
How many commercial bids have you given over the last 5 years with just one price? Please consider including this “open access” cleaning option.
Price commercial work better
Steve Toburen provides seven guidelines to price commercial work. Stop “guessing” and start closing more profitable commercial contracts.
How to improve commercial cleaning program proposals?
Writing commercial cleaning program proposals is not an easy task. But with Steve’s suggestions you can be sure to include the right information.
How to break down the commercial and restoration “smoke screen”
When the prospect doesn’t like the price they use a “smoke screen” objection. Hurdle these objections in commercial or restoration with these key phrases.
What to do when a commercial prospect “puts you off”…
How to negotiate with a time-strapped manager …
“Clearly defined expectations”= less problems!
By “pre-communicating” both you and your client 1) avoid ugly surprises and 2) develop a mutually respectful professional relationship.
How should I write up an encapsulation proposal?
Should a professional carpet cleaner include details of encapsulation, extraction frequency, etc. in the job estimate?
It ain’t easy out there – #1
Let’s check out some of the resources that this site (and our SFS seminar) can offer you to keep the cash coming in!
So how are those New Year’s Resolutions going? Hmmm…?
Why not hold yourself accountable and/or resolve to truly change RIGHT NOW?
Should I hire a whole bunch of part time salespeople?
A brand new commercial cleaning business owner wants to “blast” his sales area with a focused short-term team. Good idea? Steve and Chuck give feedback.
How can I avoid leaving money on the table?
Steve’s first rule in selling is to give multiple price options. But how can a cleaner find the sweet spot in pricing even with these options?