Dealing with Challenges

In "The Road Less Traveled" by M. Scott Peck, the first three words are "Life is difficult." Everyone seems to have this belief that everything is always going to be sunshine and rainbows. The reality is that you will face challenges. You will face hardships. You will face struggles. What...

Read More

Dealing With “I Want To Think About It”

The "I Want To Think About It" objection is another one of the most common objections we face. It's especially frustrating because the rest of your sales process can be going along smoothly and all signs point to a sale until they say those dreaded words, "I want to think...

Read More

Dealing with 3 Bids Proactively

This week's topic really needs no introduction. I'm sure we're all very familiar with the 3 Bids Objection. You're talking to a prospect and everything seems to be going good. You come right down to the finish line when they say "I've got 2 more guys I'm talking to this...

Read More

Go For No!

My friends, Richard Fenton and Andrea Waltz, wrote this great book called "Go For No!" It's a really simple concept and applies to many different situations in many different ways. "Go For No!" can mean everything from trying to get a specific amount of no's to continuing to offer more...

Read More

You’re Right, Even When You’re Wrong

Have you ever been on the way to work and you're thinking "I just know that traffic is going to be a problem today." And you're right. There seems to be a lot of people on the road and the guy in front of you is going slow and every...

Read More

The Last 10 Minutes

If you take a really long look at the sales hallway or really any other sales process out there, you'll realize one thing: every single step in the sales process is all geared towards helping you in the last 10 minutes of the sales call. The last 10 minutes of...

Read More

Building Value with Your Customer

There's a good possibility that at least 2/3 of our customers/clients are going to ask for a discount or lower price. Simply saying "no" is negative and negativity isn't usually received very well. So, how can you get around this request without dropping your price or losing the sale? By...

Read More

Keep Your Expectations In Check

We always hope for the best. When going in to any situation, we always want the best possible outcome. Who wouldn't? But there will be hardships. There will be difficulties. Not everything is going to be sunshine and rainbows. There should be some expectation that we will encounter struggles, but...

Read More

The Product Demonstration

The Product Demonstration is one of the most important steps in your sales process. Your Product Demonstration will go a long way in demonstrating your value to your homeowner. This single step has the power to change the dynamic in your homeowner's mind. When done right, your homeowner will go...

Read More

Your Signature Story

One of the most common objections in sales is the "3 Bids" objection. We all know what our prospect is doing. They're hunting for the best deal. But the best deal isn't necessarily the cheapest price. It's the best value for the price they're paying. It's our job to show...

Read More