What Are Your Rates?
πͺπππ§ ππ₯π π¬π’π¨π₯ π₯ππ§ππ¦? How often, as a coach or trainer or service provider, do you get this question? Or even better, πͺπππ§ ππ’ π¬π’π¨ ππππ₯ππ π£ππ₯ ππ’π¨π₯? And then, how do you answer it? Before I get into how you SHOULD answer it, let me get into the mindset of the question in the […]
Are You The Victim, Or The Hero?
ππ₯π π¬π’π¨ π π©πππ§ππ π’π₯ π πππ₯π’ ππ¦ π π¦ππππ¦π£ππ₯π¦π’π‘? So many times, especially in the world of in-person, in-home selling, I see sales reps constantly play the role of “victim.” The “woe is me,” mindset when they don’t make a sale. The blame game…that not selling that day was the fault of everyone and […]
“I Fear The Day…”
π πππΌπ πππ πΏπΌπ πππΌπ πππΎπππππππ ππππ πππππΌππ πππ ππππΌπ ππππππΌπΎππππ. πππ πππππΏ ππππ ππΌππ πΌ ππππππΌππππ ππ ππΏππππ. – ππ₯πππ«π ππ’π§π¬πππ’π§ This quote, attributed to the great scientist and inventor in the 1920’s, has been challenged and debunked as never been uttered, or at least, not in this way. However, the meaning, whatever he […]
Enough With The Storytelling!
Well, not really. But since I brought it up, I do have a slight pet peeve with all of the self-proclaimed storytelling gurus out there telling us how important it is to incorporate stories into our sales pitches, our presentations, etc. First of all, let me be clear, I absolutely 100% agree that storytelling is […]
“Always Be Closing” Is Wrong
As sales people, we have all heard the famous line uttered by Alec Baldwin in the wonderful movie Glengarry Glen Ross… “A always, B be, C closing. Always be closing…ALWAYS BE CLOSING!” And although entertaining, and perhaps true back in the 70’s and 80’s, this approach is not only a terrible philosophy, it will kill […]
A Fool With A Tool Is Still A Fool
I saw this quote the other day somewhere on social media (you know, that place where all of us spend way too much time?) Anyway, it smacked me in the face as I was just chatting with a sales director of a large home improvement company, and we were discussing how he was contemplating buying […]
Are Millennials And Gen-Zers Killing Your Home Improvement Business?
Actually, the correct question is – ππ₯π π¬π’π¨ ππππππ‘π π¬π’π¨π₯ ππ¨π¦ππ‘ππ¦π¦ πππππ¨π¦π π¬π’π¨’π₯π π‘π’π§ πππ§ππ₯ππ‘π π§π’ π πππππ‘π‘ππππ¦ πΌπΏ πππ‘ ππ²πΏπ? It’s been written and is now full-on happening – Gen Z and Millennials are flipping consumerism on its head. They are not just scrolling and buying anymore; they are pushing back against all the non-stop […]
