Consultant's Corner
Are You a Market Leader or a Price Lemming?
Leaders take charge and control the market and therefore tend to be the stronger more dominant player in any market. Lemmings are little creatures that follow one another, often to their demise....
Taking Action to Collect Debt
During an economic downturn, collecting accounts receivable (A/R) becomes more important than ever, but even more challenging as customers experience cash flow problems of their own. ...
allRisk Disaster Expert Warns of Impending Hurricane Season
Businesses and residents are at higher risk this season because of an increased threat from hurricanes....
People Need People, Especially During Stressful Events
Barbra Streisand’s 1964 hit single, “People” begins with the lyric, “People, who need people, are the luckiest people in the world.”...
A Natural Part of the Selling Process
Objections are a natural part of the selling process. They are simply the manner in which prospects communicate their status in the buying process......
Is Gratitude Part of Your Sales System?
Without a doubt, life today flies by at record speed, and many of us get overwhelmed the month following the year-end holidays....
Five Ways to Reduce Cost without Cutting Price
Many a salesperson has heard the news, "I am being told by our corporate people that I have to cut the cost of maintenance supplies by 5 percent." Without some quick thinking, this can easily be translated to, "You need to cut your price by 5 percent." Or, "We are going to start shopping all of your prices." This is especially true if you haven't done a good job of establishing a value for the service you have been providing...
Voice Pick Technology – Hearing Voices Might Just Be a Good Thing
Most folks might hesitate to admit that they hear voices. Fewer would admit listening to and taking direction from the voices. And almost no one would readily admit to answering the voices back. If, however, you are looking for a significant upgrade to your picking process's productivity and accuracy, giving serious consideration to ‘listening to the voices’ may be just what you need to do....
Salespeople vs. Selling Techs – What Makes Sense?
Many contractors disagree on whether you should promote an in-house service tech to a sales position or hire a professional salesperson from outside the company. This debate is one that has raged on in the HVAC industry for years, and you can rest assured that this article will only serve to add fuel to someone’s fire, but let’s just consider some of the following:...
Negative Talk Sets Low Expectations
The self-fulfilling prophecy of low expectations can be more damaging than any other real or imagined stumbling block to operating a profitable business....
Timely Cash Flow Tips
During an economic downturn, collecting on accounts receivable becomes more important than ever. At the same time, it also becomes more difficult as customers experience cash flow crunches of their own....
