Selling Power

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Marketing Needs Great Testimonials

By Al Levi | April 6, 2021

It’s not that potential customers don’t trust what you’re saying about yourself in your marketing. It’s just that… they don’t!

That’s because they figure you’re just saying what you’re saying to sell them something. You do want to sell them something, and that’s OK because you’re typically there because they have a problem or a need they want addressed. The thing is, the saying “Perception is reality!” holds true here.

They need to trust you first, and to do that they need more than the words you’re saying.

Think about it. When you go shopping for a car or need some kind of work or service at your home or office for something you don’t do, don’t you ask your friends, family members if they know someone good?

We’d rather not be a guinea pig, or worse, be taken advantage of!

Driving Phenomenal Sales With Sales Coaching

By Al Levi | September 19, 2016

When it comes to your contracting business, sales coaching is the key to driving phenomenal sales.

But, how can you effectively coach sales without a repeatable-documented selling system to train Techs how to do sales the right way? The answer is you can’t.

The Tech selling system I teach has five steps. Each step needs to be taught and demonstrated in a certain order because one step builds on the other. If you skip steps, the system falls apart and sales suffer, as does customer satisfaction, a lose-lose scenario that can be avoided!

The five steps are:

Open the Call the Right Way
Gain Permission to Survey the Premises So Nothing is Missed
Price the Work That You’re Recommending Correctly
Present the Menu With What Must Be Done and Extras Worth Considering
Write the Kind of Work Order that Gets Signed

Documenting this sales system has been documented and training your techs on it is only half the battle, however. To gain traction and build a good sales culture over time you will also need to provide never-ending sales coaching for it.

Why Buy Another Contracting Business Book?

By Al Levi | March 17, 2016

Good question!

Is there a shortage of business books out there or business information out there on how to be successful in the contracting business? Nope!

Can trying to figure out what to do with all that information be overwhelming and confusing? Yes!

Selling Quality Assurance Standards

By Al Levi | January 26, 2016

When I got smarter at the work our company did, I liked to show off. I’d use big fancy terms and technical jargon that I thought would totally impress the customer I was in front of as either a Service…

What’s a Commercial Sales Agent?

By Al Levi | March 10, 2014

A Commercial Sales Agent is the person at your company who would be tasked with generating new commercial accounts that provide sales for commercial install, maintenance and service work. And for strengthening and maintaining healthy business relationships with the commercial…

Sales Acronyms That Boost Sales

By Al Levi | February 14, 2014

What is a sales acronym? It’s a shortcut to remembering the key steps your Service Techs must follow to have a repeatable sales approach to running a service call. Make no mistake. Great sales come from a great sales system….

IT’S A DRUG AND WE’RE HOOKED!

By Al Levi | August 26, 2012

This is what I said to my brother, Richie, about the fix I felt we got from doing monster commercial and residential jobs for a lot of dollars that generated little to no profit, no profit or sometimes a loss….

Preparing to Win Sales

By Al Levi | November 29, 2011

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…

Family, Friends and House of Worship

By Al Levi | November 17, 2011

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…

Selling…Dos…and Don’ts

By Al Levi | November 10, 2011

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…

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