Articles
Contractor Dan invested in expensive, well-stocked, graphic wrapped vehicles and a state of the art warehousing system with a stockpile of all the major brands. He also invested vast amounts of time, money and energy in his yellow page ads and website. Once Dan had every aspect of his company’s operations up to date and restructured, he felt he was poised for a slam-dunk. Unfortunately, he soon became flabbergasted when he realized his company continued to generate the same low-level profits. Why was this so? The truth is it doesn’t matter how fancy a company’s vehicles or yellow page ads are if employees don’t know how to sell. If they can’t get the company’s products and services into the hands of their customers, the vast investment is a waste. Profitable sales with quality products and services determine the success of a company…period.
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How to Hire Top Producing Employees By Randall Murphy
In this industry, one of the most common complaints we hear from business owners is how difficult it is to locate and hire top people. In just about every industry rag you’ll find articles with suggestions for hiring and unfortunately, they rarely come from recruiting professionals from the contracting industry. The truth is there are no tricks or tactics to recruit the best of the best and advertising is generally a lost cause. The Golden Rule for recruiting is: If you want to attract top talent, offer an opportunity they’re attracted to. It doesn’t get any simpler that this.
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How to Dramatically Increase Service Agreement Sales By Randall Murphy
Service maintenance agreement sales; you gotta love them…lots and lots of agreement sales. If you think about it, when customers purchase maintenance agreements, they’re essentially paying you money every month to come back and sell them something else. They lock customers down, offer special incentives, deliver peace of mind; there’s a multitude of benefits for both customers and businesses. Unfortunately, for many shops, agreement sales are virtually nonexistent and it’s a shame because they can keep any business running strong all year long and eliminate the slow seasons. In this article, you’ll find out why sales are generally low for most companies. You’ll also learn a simple system to turbo-charge your crew to become agreement-selling maniacs.
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Selling Secrets Revealed By Randall Murphy
Secret: Stop calling employees salespeople.
Think about it….what do most people do when they hear the word salesman? “Run” is probably the initial jerk reaction and that’s probably followed with “hide”. The word “salesman” has earned the ill-fated reputation of being someone who can’t [or shouldn’t] be trusted. Never trust the fast-talking salesman. He’ll pull the wool over your eyes. He’ll sell you something you don’t even need. Unfortunately, when it comes to the term “salespeople”, trust and honesty go right out the window and here lies the conundrum because all business transactions are based on sales and employing people to close them and without trust, honesty and integrity, sales cannot be closed.
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Economy Got You Down? Business Slow? Think Like Disney! By Randall Murphy
Albert Einstein said that imagination is more important than knowledge. It’s obvious that the executives at Disneyland and Einstein are of the same mindset. That’s because at Disney, their imaginative minds created a promotion that is pure genius. When it comes to unbelievably brilliant and successful marketing campaigns, this one takes the cake. It’s the “Give a Day, Get a Disney Day” celebration and it’s truly amazing!
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A Huge Psychological Advantage: How to Get Customers for Free! By Randall Murphy
Before we dig into the intriguing and profound world of the word “free”, let me first say that I’m a sales trainer/consultant; I’m not a web designer, but there’s a common oversight when it comes to designing a website. All companies want a website that’s “going to bring in so much business they won’t know what to do with it all,” however, they rarely, if ever, consult with a sales or marketing expert. There are four major components to website design: coding, graphics, SEO optimization/marketing and the sales pitch. Coding and SEO professionals are now a dime a dozen. A good graphics person is harder to find, and great sales gurus, or web copyrighters, are rare.
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Where Seldom Is Heard an Encouraging Word By Randall Murphy
How do I get my employees motivated? How do I get the phones to ring more? How do I keep busy all year long and avoid the slow seasons? How do I make more profitable sales? Just about every service contractor complains about one or more of these issues, but they all can be eliminated with very little effort. It’s a known fact that happy employees are highly motivated and productive. An important truth, which many business owners aren’t aware of, is that the No. 1 employee complaint isn’t about low pay or a lack of quality benefits, it’s about not feeling appreciated.
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