Posted by practicebetterbusiness
The conclusion of the New Year is amusing and at times hilarious in my appraisal. I revel in helping others reach a higher potential both as a person and professional increasing their earning potential.
During this time period there is definitely pressure to take the last few days of the year to gain as much business to boost profits for the year ending and to shove all kinds of training to different companies whether they need it or not. Get what you can this year and enjoy the deductions while getting preparing for the next year.
I am all about training and know it is essential. Without proper training you are spinning your tires in the mud. Decide to discover the real obstacles that are keeping you from reaching your potential. Blindly attacking every process within your company will overwhelm you and place you in a position to fail and believe the changes are the reason for failure. There are way too many contractors’ training companies that try to overhaul too many things at one time. You must eat the elephant one bite at a time. It Is essential to find out the portion of the company that requires treatment and fix the cause. Once that is accomplished whatever is next will help grow your company.
My specialty is growing income and increasing your earning potential. If your issue is spending increasing your dollars has not fixed the problem. What it did is add more money to spend on your spending issues. I can prove to any company they need to increase their earning potential and increase profitability. That is easy to prove and gain agreement. I am more interested in a healthy you and your company. Once you start to encounter the same problem you experienced in the past what good was the training I gave you to increase profits? The main illness was not treated. In your mind the training was horrible and wasted your time and effort.
Analyze your company. Hire a professional that can and will find the real issue and address the reason why your business is not where you think it should be positioned. The sales help companies are really good at what they do. They can build frenzy and have you fired up and ready to proceed and push the urgency to get it today. They need you to make that decision today. Why? Emotion sells.
You may discover that you require a complete business overhaul. I am not willing to place your company in a position without investigating a few business practices.I would definitely hire a local business coach to visit your company and then to evaluate from head to toes what is going on from business practices, dispatching, customer relations to how truthful your books are telling you where you stand. For this numbers are required but not the sole way to make a decision as numbers do not always tell the truth. Some areas to research are:
The first is hiring practices. Your work culture will make or break you. Whether you buy into a sales system does not matter when your plumber can not spell or complete a sentence. It is amazing how little training is set aside for this small but extremely important portion of your work culture. Communication and conversations will determine your success within the company and with your customers.
Second is what type of training, Speaking to plumbers and other trade professional’s there is a wide belief that sales are manipulation. This is because we demand a fast return on investment. The training is called persuasion and convincing which is part of manipulation but in a kinder way. However when push comes to shove and we place the spotlight it is good intentions done for the wrong reason is still wrong. But it is the fastest way to bring money into the company and teach people how to sell. Typically this is 2-4 day training. What training only takes 2-4 days to master? Sales are essential to increase profits. Discover the training and investigate what is best for your company.
Discover your overhead and why it is where it is. Find a way to bring your over head down. You do this by having the right per hour rate whether you are per hour or flat rate. Surround yourself with brighter people then you. Do not be afraid of hiring great people for fear they may leave you after they get experienced. You are as successful as those people who surround you. Hiring bodies that do not fit your company will kill the company
Choosing the right company is crucial .So many companies are choosing the training for the wrong reason. I received 35 emails from trainers offering me their training. The reason is there training is what will save our company, They never bothered to discover if we needed their type training or what was keeping us up at night. Their crustal ball told them our problem magically fit their solution without gathering information. They have never been off value to our company in the past and doubt that there training is a fit for us.
How do you determine the right company for you? I am going to point out a friend of mine. He was not a friend until I received emails from his company. The emails were of value and in the form of blogs that helped me with various business decisions. Some of the value material covered successful hiring practices. It showed me how to discover the customer’s real reason to buy and how to give proper options to the customer and in what order. Amazingly the free stuff given to me showed me how to prepare the solutions in a way that made sense to the customer, how to include customers in the decision while learning how to stop buyer’s remorse. I finally decided it was time to get to know this person and we made contact. It was then that he became a friend, his name is Joe Crisara. Joe is not the only guy out there like this, there are many to choose from. He is a fantastic role model with his presentation skills. Others would be Steve Corsica, Ellen Rohr, and Charlie Greer and there are others. Notice that these people are individuals and not huge resources.
You want to hook up with people that provide value to you before they make their sales pitch to you. We have 1 person we call and every time we call we are told to raise our prices without discovering what the issue is. This is of no value to me. I want to know a better way to increase our ability to increase booking of calls. Raising the rates will not provide that information. I will not call this person and the contact is not mine. I had a trainer write me to teach me how to negotiate with customers without giving up dollars. In his email sales pitch he gave me a discount if I were to choose his company. I am not sure this is the trainer to teach me how to negotiate if he is dropping his price on our initial contact.
What is information that is of value? Things that interest you with building your company this information makes you powerful and will increase your thought process making you more aware of your surroundings and where you want to visualize your company in the future. Your future begins today.
Interview this trainer via the phone. Have a set of questions you need to ask. Remember when you are with customers they ask the most bizarre question and make statements that make little to no sense. You need a trainer that will teach you how to react and respond to this customer. The training should help you with 20—25% of your customers the rest should make up their own minds and decide to use you based on trust and respect with likeability. The training should deal with that 20-25% not the 75% that do business with you already.
Now for non-traditional sales training in the trades I am going to say a few things about Practice Better Business. Most of the training is drawn from outside the traditional sales training given by those inside the construction sales training. By this it is drawn by those that have experience and expertise in sales . Cold calling techniques are included because we must learn to talk with customer via the phone that are out of state. We must visualize to the customer why you do what you are going to do. We must hold conversations that build mutual trust and respect. We are in a people business and we must learn to appreciate our customers and understand what they mean.
Choose the right trainer for your company. Choose the right reasons to choose and make the correct choice. Find a business coach that can help you diagnose your company and the areas that need a spoonful of sugar. Apply that medicine and watch your company grow by leaps and bounds.
Practice Better Business wished you a Happy New Year and decide to grow.
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