Category Archives: Uncategorized


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Social Media and what bugs me about the so called experts.

Recently I read a blog about LinkedIn and how silly people are sending random sales pitches. I read at least once a day blog posts that tell us this is how to use LinkedIn and other social media. These blogs are telling me the etiquette that is LinkedIn. I am not sure where these rules and regulations are posted yet someone knows. I can surely understand ideas and concepts when the birth of LinkedIn was on the horizon. However once that birthing day arrived rhymes and reasons have evolved and changed where I am not sure anyone can impose their will on what is right and what is wrong concerning the use of social media..

By no means am I suggesting there are no rules to play this social media game. However whose rules and regulations will we follow? Who gave that person, place, or thing the ability and authorization to play with those suggestions and make up their own guidelines? Will you be informing me what perfume I can buy before I type or what cologne to wear before I send a post or email to whomever? Can I type in boxers or do they have to be briefs?

I believe people are on LinkedIn for a variety of reasons. To expect someone to play by my rules seems odd and obnoxious. In my world each person is different and each person is treated slightly different including customers and or potential customers. I also give leeway differently to different people. Nothing is ever equal my friends. I have never met any person where their skills and ability were equal. Perhaps similar but never equal. To think or expect people to be on social media for the exact same reasons you are is living on your own island.

I wish LinkedIn was setup for 1 specific reason that would make it ideal to use and simplify all of the dos and don’ts that drive all of us wacky. Some of like water, others beer, others wine, still others want bottom shelf scotch and others top shelf scotch. Some will put water with whiskey and still others think that is polluting the whiskey and instead put ice or drink it plain. LinkedIn is like a drink.

When I first entered LinkedIn I wanted exposure. I located as many peers as I could in my industry. Then I decided that I needed an education. I started to follow the people that I thought were brilliant and have taken in quite a bit of knowledge. It was at this time I started to join a ton of groups to gain as much knowledge as I could possibly grasp.

Then I decided I wanted to referrals a great distance and hooked up people from different states with one another to conduct business together. Wow amazing things happened. I connected people without expectation of anything in return. What I discovered is this planet is exceptionally small. I connected with people in different states and Canada that had small companies or winter homes in my area. Karma is a powerful tool.

Then I wanted to see how powerful of a tool it is for our company. The quantity was pathetic however the quality was 4-5% of our operating budget. All this for free. Well not exactly free it meant I must join local groups and participate. Our company then had to deliver on our words and our staff did give over the top experiences and service. These are just a few changes that have occurred with my reasons for LinkedIn.

Before we demand people play by our rules wouldn’t it behoove us/me to discover what rules they are playing? Shame on you for not discovering the rules before you played. When I step in mud or trip on a crack in the floor I look around. Not to see who is there but who pushed me. Most of the time the only person there is me. But when I see a person 15 feet away from me and I ask why you pushed me with a smile of course, we have started to a conversation. Don’t hate, educate

Next I do have the power to choose whether or not I will read an email sent to me. It does not matter if it is an invite to connect email or regular email. I also have the ability to investigate and research whether I want to respond to that email. I can look at the person’s profile. Hopefully I have enough sense that I can just about tell or judge why this person wants to connect. If I do not want to read or connect it disappears quickly with the delete button. If I could I would like to ask LinkedIn for an ignore button. This would allow me to ignore certain people and not have to suffer reading their ranting’s.

You have a choice. You can be bothered by what people write and send to you or you can say bye. It is all your choice. Why give others the power to make you feel something you do not want to feel? We al want free speech and all that jazz. Claiming free speech when you are trying to censor another person’s reason to have their own social media is the pot calling the kettle black isn’t it. Yep you have the right to write how you feel. How you feel and what should be done are entirely 2 differently animals or birds of a feather.

Find other people that believe 100% into your beliefs and you will never have to try and understand why someone does something different. I love to discover why people do the things they do. When I get invites to connect and a sales pitch at times I have sent an email asking why they believe this sales tactic will work. I have heard a lot of reasons from; hey it worked a couple of times to I am extremely frustrated.

I get a chance to read every morning these words in LinkedIn: how can I or may I help you today. The words above I am extremely frustrated gives you a real rock star way to help someone. Why are you feeling frustrated can lead you to help that person and thinking larger that company to help educate their staff. Start a conversation 100% spot on. There are all kinds of ways to start a conversation. The worst way is to pick a fight, the better way is to discover why a person does what they do.

Don't give up

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What is clarity in a sale?


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What is clarity in a sale?

Recently I realized that communication with home owner’s frequently causes’ friction with many service providers within the service construction industry. It is due to a lack of communication however it is not perpetuated on purpose by those inside the industry. It happens because those in the industry do not know or understand the cause and effect that takes place with the miscommunication. When you have 2 people discussing and neither of them understands the problem, solution, and proposal, someone must speak up and gain clarity. No one wants to admit that they are unclear.

This is caused by training that states and tries to live by the law that states relationships are not necessary to build trust and respect. By ignoring personal relationship the service provider leaves some of the doors closed that will help explain the right information where the customer can make the proper decision. This information is not given due to people in the industry thinking it is not important enough or information the customer needs to make the right decision. Typically something is stated that does not make sense. Then it seems like a small attack on the individual or professional and the lack of clarity cuts off the message today and all future communication. All of this is due to a misunderstanding between 2 people. Isn’t it crazy that no one wants to admit that confusion is keeping the potential of the future from moving in the right direction today?

What is even crazier is both buyer and seller are negligent to discover the missing clarity and someone will decide to shut down and get angry. The buyer may decide they are going to do be rash and do what they think is the easiest thing on the planet. They believe they must write a poor review that is poor to the seller and poor to the writer because they do not understand and refused to take all the information under advisement. To the lay person it may make sense however the reality is ignorance is bliss and gives some people power that is nonexistent with the exception of the power in their mind.

I had to address such a thing recently where a home owner of a condo purchased a disposal at a really cheap rate. It was purchased for 250 dollars and the disposal offered was 650.00. However this person forgot to mention all the extras that came with this 650.00 disposal and the benefits of this disposal over the 250.00 disposal. The communication between buyer and seller was non-existent too; the seller did not express it in terminology that the owner could understand. However the home owner did not seek more information to make a smart decision or seek clarity. The only thing on the buyer’s mind, cheap dollars, the customer was greedy in their decision to keep hold of her money versus buying a disposal that was her best choice.

As Paul Harvey used to state here is the rest of the story. This is the 3rd disposal in 6 years at 250.00. Why so many disposals you ask? This disposal is made of metal and will rust. The cutter blades are also made of metal and rust and bind together. When the housing and blades rust the cutter blades freeze up and will not rotate and chop food up properly. The cutter blades not rotating properly will cause food to be thrown into the drainage system creating stoppages. In this home there have been 2 stoppages during this 6 year period. Due to the disposal manufactured with pot metal the housing rusts and will create a leak from the housing which means it must be replaced. We have 3 disposals at 250.00 dollars each which =750.00 and now add 2 stoppages at 350.00 dollars each = 700.00. A total of 1450.00 dollars some plumbers and home centers have stolen I mean sold to a customers. The service provider was unable to pass the proper information to the buyer for her to make the right decision. At times we must discover a way to give this information to a customer even though they do not want to hear this information. Sometimes a customer will only hear and understand dollars; you must discover a different way to convey your message so that it is heard.

I say stolen mainly due to the plumber and home centers refusal to communicate and give information to the customer that will allow them to make a logical and sensible decision that best fits their budget and system. In this case the home owner let the condo association know there is an unreliable plumbing company that will over- charge when in fact they were overcharged in the past by getting the wrong product in their home and omission of information that prevented the right choice.

The 650.00 dollar disposal rotates much faster which means it chops food finer before tossing it through the drainage system. The disposal also has a 5 year warranty if the customer wants to match the current size and a larger one has a 10 year warranty. This means if a disposal had to be replaced within the 5 years this customer would only have had to pay for 1 during the 6th year. The housing of the disposal is not made of pot metal which means it will not rust and rot creating a leak in the cabinet. The cutter blades and base are made of stainless steel which means the cutter blades will not rust together and stop rotating which means the chance of a stoppage being created are slim.

Please tell me which disposal is better for the home owner? Which disposal is better for the condo association? Who has the best interest of the customer and condo association in mind? Yet automatically people assume that the higher priced object, product, and service are over charging. The customer misses the practical definition of price and is not receiving the best possible solution for their home and condo that will affect not only budget but life style and future money spent.

It is time to decide today that you the service provider start delivering over the top communication with to your customer. Do not let the customer or you fall into the trap of I’ve always done it this way creating an; us against them mentality. This serves no one. This will not allow your customer to help educate other customers to why you do what you do, what you do and finally how you do it.

When your customer is not clear on what you’re trying to do for him or her decision’s cannot be made on a solution that you have provided. The friction that is created by a lack of communication can be placed to the side and never visited by gaining clarity. It is essential that you gain clarity and the customer also has a clear vision as to what has happened in the pats, how you can prevent it from happening the future. A discovery of how it can be prevented in the future must be accompanied by why it happened and why it will prevent it from happening in the future must be understood. The words you choose must paint a picture that is logical and sensible to the home owner to move in that direction. If it is not logical or sensible why should the customer move along those lines?
proactive_action

What Construction Service Industry Questions are you Asking your Customers?


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What Construction Service Industry Questions are you Asking your Customers?

Most of us are old enough to know better yet seem to struggle with discovering the right words to say and the right questions to ask. Then a question is asked: what are the right questions to ask? What weight should the customer’s statements hold deciding the type question you should ask? How can you determine and set the attitude and expectation customers have of you and your company?

What leeway should a customer have when engaging you? What if they are waiting to bait you? How should you act or react? Why do you react the way you do now to customer statements? Why do you believe they should not act out or misbehave? Who has said a customer must be on their best behavior? It is time to start thinking outside the box and understanding the customer has had all types of service providers in the past. The reason you must build trust and respect us due to those very same exact past experiences.

Some people think passiveness is a sign of weakness. I say kindness is a very assertive activity that has the inclination to force angry and mean people to submit and surrender their anger to calmness that begs to suppress chaos for remedies. Generosity has a way of removing animosity and replaces it with an eagerness to participate and provide solutions that are viable. When we give it freely it increases the chances to receive in return. Whenever I have witnessed 2 people extremely angry and maintained that anger it can turn into something volatile quickly. However when 1 person is in turmoil and the other is in constant calmness a comforting effect that is seeking a cheerful resolution overwhelms the offsetting behavior. Just a smile when speaking can create a vision of joy. Niceness is an attractive trait that is contagious.

The customer’s mood will dictate the type questions and their starting behavior. Stop thinking the customer is attacking you. They do not know you well enough to know your attitude and altitude. Stop thinking the customer is devaluing and berating you. It is time to change the customer’s expectation and show them a different point of view by bringing them to this new area that will give them different results. You need to remove yourself from the self-zone and open that comfort area to a place where you are not finished due to the place your mind has traveled and deposited money into the parking meter. It is time to focus on where you are going and not where someone has led you. You must create an action in order for both you and the customer to move forward.

What type of questions should you ask to gain control over the situation in addition to the smile? How about inquiring questions? Questions that ask the customer to freely give information that gives you the ability to regain their passion and composure then for you to discover the explanation of what is bothering him or her. The questions asked should demand a sacrifice and surrender of yours and their free will and to answer basic questions that examine how each of you feel, where this feeling came from and how you can align a solution to their feelings.

Another area I am conferring and parleying to the service provider is to surrender their free will giving up the combative approach of disarming the customer by might is right philosophy. Might is right will not define who or what is right or correct. Might, will define who is stronger with a routine or set of guidelines that gives you unfair advantage and strength to overcome an opponent that does not have a system to follow. Knocking down something that you have built has never been a great equalizer. It does show that you do not have control over your own emotion and no longer have the ability to control your business acumen.

The questions to ask are to disarm the customer. They are designed to engage and attract a picturesque response and reaction from the customer to guide them to a positive stimulant that demands movement to act to an ownership situation. Try to design questions that draw a belief from the customer. Then discover where this belief sowed its seed. Is it something that came from something they have done in the past, is it something they have heard or is it something they have seen? Then align the solution in a question that includes their belief.

Did your customer have the ability to pick this out themselves? Would they like to it out? Is this something they would like to do now or in the future? What is it they like about their current product that would keep them from replacing it now? What is it they would like to see different that they would like to see now? How is this product presently used? How else could this or another product be more useful to him or her? How can you influence your customer?

What must you do to change your position? You must discover your comfort zone and then expand that area. When you live inside an area you cannot grow that area. You’re stuck rotating in a vicious circle that has you turning round and round without gaining ground. No one questions the routine so it stays and you keep plodding through one step at a time. It worked before and it is still working to a degree or it has been steadily losing ground.

This change must be followed by an action that will include changing your source of information. Stop implementing old procedures that are no longer working or viable. Find a new source and frequently this means leaving old trusted advisors behind to seek new ideas that have evolved over time that are fresh and relate to this time. By discovering a new source you now have the ability to replace old thought with new thoughts. Before something new can work it is essential to replace those thoughts with new thoughts. Prior to discovering a new source and replacing your thoughts new thoughts must be programed into a plan and then implement the plan.

The concepts of sales have remained the same. You must have a discovery or a needs analysis. I call this information gathering time. You must be able to provide a product and service to the customer. You must be able to convey to the customer that you have the right product and services. Then you must influence the customer to make the right choice to use you and your solution. This is the basic to selling. The thing that has changed is how you sell, communication, medium to get your message across. You must earn the right to do business with customers today.
are your excuses larger than your dreams

Now go make a decision to move forward today. You expect the customer to make the right decision. It is time you start making the correct decision. The unknown is not to be feared but to be explored. Open your mind to others ways of doing business. Just because you have been doing this for years does not mean there is not a better way. Decide to create an action that will have you moving forward. Become like a musical instrument that plays different notes together in chords that are in perfect harmony

The difference between a profitable service provider and ………………………………..getting by


The difference between a profitable service provider and ……………………getting

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I recognize every single construction service industry company shares the same goal as we do. The goal is to make sure the customer is taken care of in the best possible way leading to higher profits. The disparity between the companies is the exceedingly subjective term of best. Some companies will howl at the moon and others bark at the moon and still others are left on the dark side of the moon when it concerns doing what is best for the customer.

Some fail to recall how business was run in the 50s and earlier. Typically business was conducted with the neighborhood in mind and helping the community. It was growing your neighborhood. It was about enhancing the neighborhood. Back in those days neighbors helped their neighbor and took care of all of their issues.

Over the year’s transportation, advertising, and reaching more people became possible. The only advertising available was through local print and some radio. TV was for giant corporations. Magazines may have been printed every 3 months and newspapers ruled the local community. Whoever advertised in the paper was considered giants of the community. The only information available was by word of mouth via the local businesses.

As the 60’s approached radio became even more powerful and now you could reach communities that were over 30 miles from you. With a larger area to work customer service became less important to businesses to receive this information. Access to Information became easier to gain however the home owner still trusted the local community company for their information. The problem that came from this situation was less information was given to the home owner. Fewer questions that could possibly lead to a different perspective led to quick fixes and the inclination that home owners only wanted you to address the initial problem that the home owner diagnosed.

Years past the service provider would come in and complete the job and have a cup of coffee or even eat a meal and discuss business with the home owner along with current events occurring in the neighborhood. This conversation developed a relationship built on trust and respect that built loyalty to the customer and the customer to the company. It is a 2 way street and a lot of companies forget that loyalty starts with them first

Then the information age hit. It hit hard and fast. You could find Dot com’ers all over the place selling multi-million dollar companies. The computer became smaller and more affordable. The information gained from the computer was amazing and fast to receive. Back then within 10 minutes the information was there. Today that same 10 minutes has become seconds. Frequently this information gained and given does not necessarily mean the home owner has the right information.

What do you have to do today in order to make a difference? Keep in mind the home owner who is a customer wants a different experience than they have ever had in the past. The internet and the” I have to have it now economy” has provided you with home centers that can give the home owner multiple choices to make repairs or replace what they have in their home. Too many service providers are stuck in the 70’s and 80’s thinking all they must do is, give the customer a quick fix repair choice.

Remember during the days of neighborhood business it was very rare that a home owner told the service provider they would not be doing business today. However today it is much different where 30-50% of the consumers may decide to use or receive multiple bids. During the neighborhood business days consumers were loyal to companies. Today some are loyal most are not loyal.

So what can you do to make it a different experience? Why do you need to make it a different experience? When I visit home owners I am amazed at how many of them have had other service providers before choosing me to help them today. Ever wonder why the consumer was not happy with previous service providers? I have never met any construction service provider ask their customer these type questions: have you ever had a plumber in your home? When the answer is yes, what would you like to happen that did not happen then? What was missing from that visit? There is a reason they did not call that service provider back and that has led to your company being invited into their home.

I would suggest that the service provider did not give the consumer what he or she wanted or liked. Now you must discover what it is they may like. You do that by asking the customer questions that elicit an answer that you understand and can acknowledge.

A fantastic way to give a different experience is to give an inspection to every customer. I am a plumber and that is the example I will use. This should increase the customer’s awareness of their perceived value. The perceived value will be influenced by your ability to communicate and then listen to the customers answers. The inspection will guide your questions to the home owner.

Your communication will control whether or not you do an inspection. The old saying it is not what you say but how you say it that will determine your ability to gain the inspection. The majority of plumbers will inform the customer that they must do the inspection to make sure all of the plumbing products and system is working properly. Each customer will respond similarly to that statement; it has been working fine. Another way to ask improperly is to say I am checking for leaks or finding something that is not working right.

Helen I give/we give/I do /we do a home plumbing inspection. What I do is check for loose toilet seats, loose faucet handles and tighten them up, slow lavatory drains where I can adjust the level or height of the plunger and remove debris from that item. Possibly do an adjustment to the toilets that I can perform for free. Sound good to you/ is this of interest to you?

Let us pretend the customer stops you and makes a statement that no other plumbing companies have done this. Helen this is why we are different this inspection allows me to get to know your home and understand the plumbing system. In turn this will allow me to help you understand your plumbing system.

Helen how do you feel about preventive measures that in all likelihood will help prevent premature failure and in all likelihood extend the life of your plumbing products? Would this be of value to you? Our experience has told us that the majority of plumbing problems happen at the most inopportune time and by doing this inspection I can inform you of most of the issues you may have to deal with in the next 12 months. You can choose to take care of them now or budget for them in the future. Would it be good to know of any upcoming issues that you may face in the next 12 months? Customer states yes, GREAT should I start here?

Spiritual Awakening: revealing look at how faith calms the storm


spiritual-awakening

Spiritual Awakening: revealing look at how faith calms the storm

Since October of 2013 when I was diagnosed with cancer I have acquired a great deal more information about myself. Some of the stuff that has been absorbed has revealed a different and unique perspective of my strength, resolve, and weaknesses. It has also uncovered new respect for today and less worry about tomorrow. I have also given a lot of thought to some of the things I do not understand that happens from time to time. Since the Lord is directing our steps why try to understand everything that happens along the way? I always wondered why I stayed where I am employed. I have learned not to worry or try to explain some of the things that happen. There are things that just happen and are not in any persons control and the explanation in time God will disclose. I now know the reason for my relationship with my employer and it is perfectly clear to me. I have tears of joy that we are together and we are strength for one another.

I always thought of myself as a resilient determined individual that would certainly not allow anything to stand in my way of success. There was a thought that I was in control of my destiny and a thought I controlled my time and in total control of the success that I and my family have enjoyed. I thought the events that happened in my life were the cause of careful planning. There was a road map to success designed by my wife and me. There is this idea that each of us creates the good fortune that leads to positive engagements in our lives and are controlled by our actions.

I found out I am not in control of anything in my life. The only things I control are the choices I make. Our destiny is preordained. The choices we make will determine how successful our destiny plays out. If your profession depends on the weather you have no control over the weather. If my profession relies on customers then my ability to influence the customer will rely on the customers’ ability to understand and accept my presentation and proposal. I do not and cannot control the customer. I can make different choices to present a solution to the customer. You can use any argument to try and manipulate your ability to control your destiny however God has the final say on the outcome each and every time. By the way he already knows the outcome before you attempt.

Thinking about tomorrow while running from the past holds us from living in the present. I am one that believes our past is our past and we need to let the past go. Most people do have a history and that history controls actions in the present and future. These actions can be changed by replacing the source that you receive information that guides your actions. It is extremely difficult to change on your own you will need to ask for assistance. In my mind I can ask my wife and children to help me change however I need a higher power and for me that is God. I need to ask God for assistance. I must first give myself completely to God.

Some people think you are weak for believing and trusting God. I am here to tell you that we as people are weak and must ask for help. I have discovered just how weak I am and it happens on a daily basis. I live in a world that is uncertain and at times I find myself in a place that I need some type of self-control. At times it feels like I am over whelmed and at those times I take a walk with Jesus and am more at ease. There are times I feel as if my heart is broken. My heart is not broken for me, but broken for my wife, children, and granddaughter and some people I encounter during the day. What keeps me going is: All the special gifts and powers from God will someday come to an end, but love lasts forever.

I am finding out just how weak I am as an individual. However, when I ask for strength and guidance for my faith and my emotional well-being I immediately receive comfort that calms the storm. There is a roadmap for your life and mine. Your road map and mine are completely different than Gods plan for you or me. He has given you all of the present and all of the future. All are yours. You are given things in your life when you are ready to receive. Sometimes it is difficult to accept the things we are given and the reality is that we/you are strong enough to handle the gift good or bad.

I receive comfort from reading the word of God. There are many scriptures that give me hope. I will be comforted and when I believe, all things are possible here or in the eternal life. The scriptures are full of pleasant and calming words that enhance living and your soul. I have found many scriptures that talk about uncertainty that bring me back to the certainty of today. I wish I could express in words that would articulate exactly how the scriptures make me feel. To say that they bring me to a place of fulfillment and thankfulness for the full life that I have lived is not enough. I am at a point where I cannot imagine having more in my life. It is an amazing feeling that overwhelms me that I have had the opportunity to have experienced what I have in my lifetime.

Pick a chapter to read and honestly devote time to understand how the word is placed in your life. You will discover that the scriptures do relate to your life and daily living. I would strongly suggest starting reading Proverbs, Chronicles, or Psalms and be amazed at how relevant they are to you in this day and age. It really does not matter what versions you read whether it is a new translation or an older version. Find a person to discuss what you are reading. It helps to discuss what you are reading to gain a clearer vision and understanding.

I am a man without a plan for the future and that is exactly how I should have played it from day 1.This does not mean that I/we or you do not plan for your future what it means is not to place everything you do towards the future. You must live today like no one is watching and everybody is watching. Always do what is good and righteous and live for today. When your child has something to do today make sure you are there to witness it for him or her. Enjoy your today and allow laughter to rule you world.

My faith has allowed me to look positively at what is happening. It astonishes me the sheer number of people that have affected my life and the reciprocal effect with me in their life. There is a certain calmness and confidence that has opened a new doorway with customers, co-workers, and in general people that I am fortunate to connect with on a daily basis. My passion and resilience resonates with people giving them a renewed sense of value with their core beliefs. It has been nothing short of remarkable and mind blowing at the same time. Something I have discovered and that is when people have a problem with what I believe it is their problem and not mine. These people are negative influences in any person’s life and must be removed from affecting others negatively. At times I would say this is the best of times with what has come about and then at times it is staggering and surreal. With faith life is less intense and more fulfilling.

Spiritual Awakenings is a faith based group that is here to let others know that you are not alone. We are here to help encourage, listen, and at times give a hug whether it is a virtual hug or face to face hug. We have a couple of churches and ministers that are willing to help plus a few other mentors. When you are struggling, need a life changing moment, facing uncertain circumstances please do not hesitate to contact me or others that will be on board. We have started a Facebook Page for people to contact us through, plus my web site and blog. The Facebook Page URL is https://www.facebook.com/Spiritual.Awakenings.Ministry?ref=hl

Surrender your Past for a New Present


Surrender your Past for a New Present.

Taking ownership


PositiveLife

There are many professionals in the sales industry that have systems, guidelines, methodologies that they follow every day. Still others fly by the seat of their pants and get by while others are just lucky with what and how they do what they do. Some think they can control their destinies when they cannot control their environment. No one can control when snow flies, when it rains, when it is smoldering hot, emergencies, health, family, friends.

Almost all people have core values or beliefs that they live by whether it is spiritually or emotionally guided. I find disturbing is the majority of sales people run from their spiritual values or religious beliefs that guide and lead their lives. They run from these core religious values due to the concept of not offending another person. The guise is to have a concern with why take a chance of upsetting the other person due to your spiritual beliefs being different from your customer. Some believe that other people’s faith is so weak that they will lose interest in your offer when they discover your faith is different than theirs. Some have this wacky belief when others discover your beliefs that you will be chastised for silly beliefs that he or she does not believe the same as you.

Surprisingly I used to belong to that group that ran from my core values and beliefs’ would not allow another person into that personal relationship. Hopefully people could see by my actions that I am a good guy with honest ethical intentions. When you are running from your beliefs how bright will your actions shine? The joy of the Lord is your strength, Nehemiah 8-10. When you run from your core beliefs and values what other area will you compromise your value and beliefs in order to find false success? Why fear your core beliefs and values and how they will or could lose a sale for you? How strong are these values and beliefs if you must run and fear them when dealing with other people? There is a difference between hammering a person with your core beliefs and values and or practicing them on a daily basis.

I decided to take a long hard look at a sales system that I designed for sales in the construction trades and was extremely pleased and surprised to discover that it is spiritually based with religious values. The system is about serving the customer and living the Golden Rule. It is filled with goals, commitment, listening and hearing the real intent, and communicating in a way that people understand. It drives home the idea that we must ask essential questions that arrive at ethical solutions without breaking down some stuff to the ridiculous. It discovers real solutions to problems the customer is facing and they know there are issues to remove.
live+life

It drives home the ability to build relationships that are emotionally and fact based with your customers and yourself. It is always about doing what is in their best interest and increasing your ability to become a better person at the same time. It is being accountable to yourself, company, and most importantly to the customer by allowing your actions and words show who you are and what you stand for by sharing your beliefs and or gifts.

This training is learning something different, discovering a new source of information and replace old thoughts with new ideas that bring positive results that manufacture explosive joyfulness. It is discovering positive reasons for your customer to enjoy ownership versus negative reasons if and when they choose to keep the status quo. It removes fear of loss and replaces that with a feel good reason that they must have and a sense of pride with ownership. It asks more of you in order to get the most out of it than any other training. It is about developing a new attitude that changes your altitude and the way you presently view people in general. It asks for you to see things from a different perspective that increases your ability to help a far greater number of people. When we look at things from the same perspective we can only help those that have the same point of view or look at the things the same as we do. However we know very few people look at or interpret the same value points as the next person.

The time is now to stop fearing your faith and start embracing your faith. When your faith is so weak that it fears other opinions or thoughts there is more than a faith issue. There is a need to rediscover a personal relationship and core beliefs that take a leap of faith. Where ever you go there you are. There is a reason and purpose you are there.

What do you do for your Customer?


What do you do for your Customer?

 

There are times that I just do not get sales people and what they do. The aim of every sales person should be to make a profit selling what is necessary. What these sales people need to do is learn how to sell and do their job.

 

Recently in few sales sites on line there have been discussions concerning the competition. What do you say about them to your customer? What is there to say about your competition? What if your customer brings up your competition?

 

Start doing your job!

 

If the customer loved the competition why are you there? If the customer trusted the competition why are you there? If you called the customer to set the appointment why did you not find out the information necessary before you arrived or set the appointment to waste the customer’s time and yours?

 

Do you want the job due to what you do or do you want the job due to what the competition does not do or deliver? You will have a much stronger relationship with your customer when you inform the customer what you do versus what the competition does not do. When your solution is aligned with the customer’s reasons why does it matter what others do or do not do? The natural conclusion is to use you when you discover why a customer wants what they do and how they want it to work.

 

It is time to stop working a fear of loss such as a fear of not getting something versus all of the positive aspects of working with you and receiving what you give. Give your customer something to hang onto and say yeah baby I want this.

 

I am not sure why any customer would bring up after the presentation the competition. There is no reason for them to bring up the competition unless you did not satisfy the customer, give them what they want or need. You did not discover the motive, mood, or personality of your customer. Finally you did or do not care about the customer and only want the sale.

 

The competition is not your problem. When you believe that your competition has something to do with you gaining or losing the sale, you are your own worst enemy. This does not mean that you should not understand what your competition is doing. What this means, you lose the sale; no one else is there to blame. Learn to do a better job identifying the right reasons why you are there.

How to sell?


how-to-sell
Whenever I involved in a discussion with others in the construction trades concerning sales I make a discovery. This discovery is made each and every time with owners and employees that have little training in sales are in the discussion. When I speak with owners and employees that have had training roughly half still have a belief that is similar to those with little or no training, This belief is sales is somehow related to immoral behavior.

My discovery and declaration is they have not learned how to sell. These contractors and employees have searched for sales training when they should be searching how to sell. They find sales training and then decide to invest in the training without considering why they need to sell, how they will sell, or what they will sell.

There may be a consultation with the sales trainer. What good is that training when you or the sales trainer ahs not found out your beliefs? What is most likely to stop you in your tracks from selling? What is stopping you from moving forward with a sales system? What have you done up to this point? Why did it not work? Why did you give it up? Why did you not stay with it? What did you like about it and what did you not like about it?

What is it that you like about sales? What do you not like about selling situations? Why do you think the way that you do? What is your support system like? How do you continue with your ongoing training? What drives your training? What have you seen? What have you done? What have you heard?

What is it that you need? What is it that you want? Where do you want to be in 1 year? Where do you see your company in 3 years and then 5 years? What is your plan? How will you get there? How will you sell?

I am here to inform you that you must jump in and get your feet wet. It is understood that you drank a lot of Kool-Aid in the past .You are reluctant to drink from the well of broken promises and dreams. However there is a need to give as little more you for your future. It is a simple procedure. In a few steps you can have a break out year.
smart goal setting concept

It starts with step 1, defining and determining your goals. What are your goals with customer service and experience with you and your company? What are your company goals? What are your personal goals? How can you tie these goals together? Each goal must be dependent upon each other and a plan to reach those goals. Your customer allows you to reach your company goals that will pay you and then give you the means to reach your personal goal. Once you have clearly defined the customer, professional and personal goals you then can head to step2.
Commitment-to-Persist

Step 2 is a commitment to do what is necessary to follow up on your goals. You cannot be half in and half out and expect to reach your goals. There is a demand to be all in with your words and actions to fulfill your dreams. The commitment stage is 2 phases. The first phase is a commitment to stop doing what you have always done in the past. Let me cover that a gain as it is the most important phase of stage 2. You must forget and leave behind the land of what was and move into the land of what will become your future. Make this commitment to you, spouse, children and employees. Most importantly make this commitment to your customers.
Active listening skills

Step 3 is a byproduct of step 2. Sharpen your listening skills. Close your mouth and listen to the customer. Practice with your spouse and friends in order to build a new belief system. When your spouse or friends speak, shut up; do not respond with something that you know. Decide to ask a question about the things you have heard. Let them react and respond to your question. Once again do not react to their reply ask another question about their response and gain confirmation about a fact they stated. You will start to see a change with their eagerness to give you more information and they will be happier. This stage is difficult as you will change your behavior from center stage to a developer.
Communication  skills

Step 4 is dependent upon step 3. Your communication skill must take a giant leap forward. The communication you employ is based on what the customer states to you. It is essential to use the same powerful descriptive words to describe your solution. An example is my faucet is too hard to turn on and off. Typically a plumber would present it this way. This faucet is broke and needs fixed. It is an old faucet and should be replaced or they may state I have parts in my truck and can fix it. Some may say,I have a faucet in my truck and it is x amount.

Mrs. Client I have a faucet that works with a single finger and is extremely easy to use. Would you like to give it a try? Notice how the handle is formed for ease of operation. The best thing is you will get years of use before you will need me again. Let’s go take it in the (sink) and see how it would look.

Which way entices a buyer to buy? Which way engages the customer to act in a particular way? Which way increases the desire to have the new faucet? There is no end to where this could lead the customer. She could say since we are doing the faucet can I have a new sink? Would you like a new sink also? It will also give you the freedom to suggest a new sink.

Decide today to implement these 4 basic strategies and Practice Better Business. Decide today to use words that encourage the customer to take action. It is time to stop being boringly predictable. It is time to learn how to sell.

Take that Ride


Help-Yourself-by-Helping-Others---Words-Pinned-on-BoardTake that Ride

Helping others to succeed is a very good feeling. Helping your customer receive what they should and deserve to get is a fantastic feeling. The reward is a very happy customer that has just enjoyed a wonderful customer experience and over the top service. It is said it does not matter when you cross the finish line, it matters more who you bring with you across the finish line.

There are times where I lose my inspiration and will to help others increase their ability for success. At times it is very frustrating to listen and hear what is being stated by the misinformed. Interacting with plumbers across the country and Canada I hear how selling is immoral. These misguided individuals have witnessed unethical selling. They have heard or seen where a person of low moral character has taken advantage of consumers. To label all sales or selling systems as unethical or of low integrity is short sighted and inaccurate.

On top of this they have been taught for years how to use fear of loss as a motivator to move a customer forward with the purchase. Tying words like flood, property damage, insurance, or in general a difficult time trying to repair or replace a product that will fail if they do not move forward today. Manipulating people with fear is morally reprehensible to many of the owners and employees in any industry. However it is the quickest way to show a return on investment. This does not mean it is right or the correct way to sell.

Frequently problems that occur with customers are with the words the technician chooses. Frequently what is thought as the problem is not the real problem however it is easier to blame the customer or what is done than the real problem. An example would be with sales within the trades. The process is fine the issue is with the way the solution is presented that lacks integrity, honesty, and professionalism. The next issue is with an honest technician that has not mastered the English language. Sentences are fragmented or words that express doubt in the mind of the customer are used.

Some words that are used that bring doubt are; I think this should take care of the problem when in fact they know it will take care of the issue. This is broken and must be fixed or I need to fix this or words you should not use. Explain why it broke, what it will take to do what is necessary and then how you plan to keep it from happening again. If I were you this is what I would do. You are not them and you do not know or understand what they want to accomplish. If you choose to do this versus when you do this the result is this.

Another example is; I can take a level, draw level lines, and use a razor blade knife or drywall saw to penetrate drywall. I have seen people take a hammer or pipe wrench to penetrate a wall. Is it the penetration of the wall that is the problem or the actions of the person using the tool? 1 way is neat and the proper way to get the job accomplished the other way is messy and can create more problems over the long haul. Each penetrated the wall and gives you access to the real plumbing problem. The same holds true with the decision with what words you will use.

You can control the actions of our customers by the words we choose. You can control the attitudes of our customers when we use effective words. You can influence decisions and have customers make the right choice by choosing different words that are powerful and lead to a natural conclusion to use you. It is essential that you learn how to communicate with your customers. Effective listening is the starting point and then gaining clarity with what you have heard will give you the measuring stick to guide you to the proper communication.

Have you ever made a statement and the customer immediately slipped into an angry or agitated state? Ever made a statement that made a customer nervous? Have you ever stated something and immediately see the customer tune out and turn off? Conversely have you ever made a statement that immediately had the customer saying yes let’s do it? Have you ever said something that immediately gave you instant credibility and gave the customer the ability to trust you?

Typically plumbers see a lack of integrity with the way other people sell within the construction trades and will place blame on sales. Sales is not the problem, the real obstruction is with the individual that is selling using manipulation as their tool to sell. When we see obese people, blame could be placed on the fork and spoon, when we read about a drunk driver that killed a person on the road ,blame could be placed on the car. When a person of miserable and despondent character sells improperly it is not sales system that is bad it is the individual that is in question.

It is time to appreciate and recognize that it is you that will do the selling. It is time to understand that you are not unethical and the way you sell will not be taking advantage of people. The time is now to distinguish and implement a sales system that is guided by your integrity, honesty, and ethics that will help your customers while helping your company grow. Have faith in yourself to do what is right for your customer. Leave no doubt only you control how you sell.

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