Step one of the sales process is designed to do one simple thing: create a sense of trust so the homeowner will relax, ease up on the suspicion, and let you do your job and help them. ...
Question: My salespeople close at about 35-40%. I really feel they’re wasting a lot of my leads. I pay them good commission. Do you have any ideas on how to get my closing rates higher?
How can you build trust with a suspicious homeowner? How can you ensure your prices are perfectly set to balance profitability and customer-appeal? How can you adapt your sales process to millennials and other generations?
During the no-heat calls that will pour in during the winter, it's more crucial than ever to have established rules for when to recommend repair vs replace -- and to ensure every tech ...
Question: Is there a guideline for my marketing budget as a percentage of total revenue if I’m not doing demand service?
Employee reviews aren't some worthless obligation. In fact, when properly undertaken, they have tremendous value. ...
Question: Should service employees get hourly or performance-based pay?
In the final episode of Contractor Coffee Club, Mark Matteson concludes his series on sales by explaining how to overcome sales objections -- and why objections may not be such a bad thing.
Not all millennials are the same, but there are some oft-shared common traits you should be aware of when trying to sell to them -- such as a commitment to social value. ...
Question: Which factors are considered when determining holiday bonuses?