Good news travels fast. But in today’s world, bad news travels lightning fast. Let’s be honest. Whenever you read a negative review about your company, you take it personally. It’s ok. You should take it personally. Remember, you’re not going to please everyone. But don’t ever take your feelings online.We will discuss the importance of online reviews and most importantly the best way to respond to negative reviews. First question: Do reviews impact my business?Yes, here’s why reviews are important: (more…)
You just finished a meeting with your customer. You asked for their business. And the customer responds with—MAYBE. Sigh. How you interpret that maybe is up to you. Let’s be honest, most sales professionals interpret a MAYBE for a yes.
It’s important to remember that there are only two responses: Yes or No. In fact, NO is my second favorite answer in sales. It’s the “Maybe’s” that cause a lot of heartache and frustration for sales professionals—not to mention the time wasted with unnecessary follow-up. (more…)
We all know that Google has become the place to turn to for answers. The search engine giant constantly improves user experience. In fact, the most recent improvement involved job searching—Google for jobs—a discussion for another time. But it left me asking the question: “Could Google improve search results for the construction industry?”
What sparked the question was a specific generic top level domain (gTLD) name. (more…)
A new Google Analytics home screen is now available. Well, according to Search Engine Journal only 50% of users have access. I’m fortunate to be one of those users, and I first noticed the updates this morning. From a quick glance, I am most pleased with these updates.
These new changes will provide clients instant access to data that they care about. On the home screen there are 5 sections that can be customized by date. So, here’s a brief overview: (more…)
First of all, “I’m too busy” is not an objection. When a prospect/customer says “They’re too busy” they simply mean that you are not a priority. And you know what? They probably are busy—especially the construction industry.
Summer is here, and if you call on construction companies, you are now heading into their busiest season. So, how do you handle “I’m too busy?”
Here are some suggestions: (more…)
Cold Calling is outdated. You’ve heard the phrase “work smarter not harder” right? But for some reason, sales leaders preach the quantity over the quality approach when numbers aren’t trending in their favor.
For years, Cold Calling has been the measuring stick for sales activity and consequently the birth of the sales cliché "Activity drives results!" No it doesn’t. The right activity drives results!
If sales professionals were not hitting their numbers the solution was COLD CALLING. So what's cold calling? Let's look further: (more…)
Yes, companies are hiring. America has over 5 million job openings. Unemployment rate drops to the lowest in 10 years. The good news right now is that job seekers have options. Whether you’re looking to further your career or you’re simply exploring other opportunities, choose a company wisely. There are companies out there that always seem to be hiring.
If you end up employed with one of these companies, it could make your work life miserable. It can be hard to identify an “always hiring” company. A little investigation in the beginning will help you in the long run.
Right now, you as a job seeker are in the driver’s seat. Be true to yourself. Be confident in your skill set. Value what your experience brings to an organization. So here are some words of advice for job seekers.(more…)
Do you want to see real growth in your sales organization? Here’s a simple tip: Start treating your sales professionals as people.
What does that mean? Right now, there’s too much emphasis on the company instead of focusing on people. Company culture begins at the recruiting/interviewing process. Treat a candidate as a human being during the recruiting process. If a sales professional is under performing, eliminate the “Coach ‘em up or coach ‘em out” mentality. If you take care of your sales team, they will in return take care of your customers—improving customer retention.
A culture shift has to happen. (more…)
These 7 words kill GROWTH. You’ve probably heard someone say this at some point in your career. Hearing these words makes me cringe like the sound of a fork scraping on plate. Unfortunately, many companies embrace this philosophy. Companies may not come right out and say these words, but they say it in different ways. I call this the “Fishbowl Syndrome.”
A goldfish will only grow to the size of its environment, right? No. That’s a MYTH. Here’s what really happens. (more…)
You hired them for their strengths. Why focus on their weaknesses? Sales leaders, CEO’s, Management: Wouldn’t you rather focus on one’s strengths and increase the activities/behaviors that yield positive results? Unfortunately, most companies still focus on a sales professional’s weakness during reviews or “coaching” opportunities.
The first warning flag surfaces during the interview process: “Tell me, what’s your weakness?” Personally, I think it’s a lazy question without too much thought. C’mon, who’s going to admit their weakness while trying to sell themselves to an organization?
So how do we address what sales people should work on if we don’t focus on their weaknesses? Let’s discuss: (more…)