Build a Better Flat Rate Price Book

Are you sold on flat rate pricing? (a.k.a. upfront pricing, straight forward pricing or bid pricing.) I hope so. There are lots of reasons why it’s a good idea. The number one reason? Your customers want to know how much it’s going to cost before they agree to the repairs or replacement.  More reasons:  It […]

By |October 20th, 2014|Business Makeover, Employees, Pricing, Sales|0 Comments

Sales Tip: Don’t Let Your Customer Make a Bad Decision

The other day my 20 year old dishwasher died.  Alas.  So, I went to a big box appliance store.   I asked to see some dishwashers and a nice young man escorted me to a row of them.  From left to right, the most expensive to the cheapest were lined up.

I barely cook.  It’s just me and Hotrod at home.  I usually wash each dish before I put it in the dishwasher.  I was pretty sure I would be easily pleased with whatever decision I made.  Of course, I was in a hurry.  This is how I made my decision:  I counted 2 from the right and pointed at the 3rd cheapest dishwasher. […]

By |July 3rd, 2014|Getting it Sold, Sales, Training|0 Comments

Great Business Gift Ideas

(View video on YouTube)
Manners promote peace, friendship…and sales! Growing up, my sisters and brother and I were fortunate to have a mother who taught us good manners.  Yai Yai gave us a rule that if you are going to visit someone, you should bring a gift.

Bringing a gift is a lovely way to break the ice with new friends and it’s a gesture of respect and gratitude to old friends. Spiritual author Deepak Chopra says, “It doesn’t have to be a material gift.  You can bring a flower or a note.  You can bring a prayer.”  Be creative and mix things up.  Neat!

In my latest clip from The Wells Fargo Works Project, Deundra and James Hundon of Universal Martial Arts Academy get some cool new promotional items with their logo. Then they engage Yai Yai’s tip as they reach out to their community. […]

By |June 9th, 2014|Getting it Sold, Marketing, Sales|0 Comments

Tips For Hiring the Right Employee

 “I just can’t find good employees.  Nobody wants to work for a dollar anymore.   Thank goodness for Joey.  He’s my top producer.  Customers love him and he delivers top sales every month.  If I could clone him, I would!  He is one in a million.” 

My pal Vince owns a Heating and AC company.  He’s been interviewing for salespeople and so far nobody has made the cut.

I responded,“Gosh, if Joey is one in a million, it will take you a million applicants to find him again! You are looking for a superstar. Instead of trying to find one, why not try to……create one?”

“I don’t have time for that!  I am a busy man!  Where are the self-starters?  

When I was a kid, I worked 12 hours a day for $1.25 an hour!  I was grateful to be working.”

“Yeah, yeah…and you walked six miles to school and back every day, uphill each way.”

“How did you know?” Vince shot back.

[…]

The Secret Power of Gratitude for Business Today

How a simple “thank you” can increase your revenue
Economic times being what they are, business people are leaving no stone unturned in search of revenue generating ideas. While the days of lavish parties and expensive junkets may be over, there is one very simple, inexpensive way to increase revenue. It’s a tactic that’s been around since the beginning of time, but only the smartest of businesses have used it to its full advantage.

Would you believe me if I said it’s the power of a simple “thank you”? Not kidding! Gratitude is THE key to success. Whether you’re showing appreciation to the clients you already have in the roster or pursuing new projects, the simple act of saying “hey, we’re happy to work with you and are grateful for your business,” has always been extremely powerful. […]

By |June 11th, 2012|Marketing, Sales, Women in Business|1 Comment