Improving sales is just like everything else in your business you want to improve. It goes a whole lot better when you’ve got a plan and you’re prepared. To make quality sales, we need a documented systematic approach and practice to be successful. I don’t believe in “Born Salesperson.” The reason is I was terrible [...]
"Why do we still pay Al Levi for ongoing consulting three years after we first started working together? Because I know how easy it would be to fall back into our old bad habits."
Steve Lowry, OwnerLowry Electric, Inc.
Hatfield, PA
Archive for the 'Sales Power!' Category
It’s as inevitable as death and taxes. Be a contractor long enough and you’re going to end up selling stuff to your family, friend or house of worship. Here’s another axiom that is true. When something can go wrong, it’s bound to happen at your relative’s home, your friend’s home or your house of worship! [...]
I live in Arizona for the last 10 years. For 8 months of the year, it’s a lovely place to be. But, it gets just a little toasty the other 4 months of the year. And that puts an awful strain on air conditioners and a whole lot more of stuff we took for granted [...]
Dead head tee shirt, muddy work boots, a local sports team baseball cap, beat up blue jeans, a plaid hunting jacket and sporting a 3 days growth of facial hair. Am I talking about the Techs I encounter? Unfortunately in this case, I’m talking about the way some of the owners who I meet for [...]
When I teach clients my Sales Power! selling system, one of the biggest concerns the owner and their Techs have is what to do when a client complains about a bill or a price by saying, “Well, your guy was only here 5 minutes!” Customers have a distorted sense of time and value for our [...]
The clients I coach on how to improve their closing ratio [which is how many service calls they go on vs. the amount of calls they actually close a sale] Their installation sales have reported a dramatic increase by just energizing one of the many steps we talk about. The one technique I start with [...]
Coming from a background in sales where I knew that my pricing on service work and install were going to be anywhere from 33 to 50% higher than most of my competition, I learned a key sales technique. It’s called “Raising the Objection.” If you are in the habit of “Quote and Hope” which means [...]
It’s true that systems can make any company run better and be more profitable in the good times. It also true it makes it possible to run your company successfully without you having to ride to the rescue to save the day or your having to depend on great staff to overcome a lack of [...]
We may live in the age of specialization but right now the best thing you can do is become more of a total solution provider. Many years ago my brothers and I decided that if we didn’t “own the basement” then we’d be inviting in our competition to supply the products and services we didn’t [...]
It may seem counterintuitive but offering a better warranty than your competition actually makes you money. The reason is you overcome one of the best buying objections a customer has when making a purchasing decision and it separates you from being “just like the rest” to being “above the rest.” How you offer the warranty [...]
