Category: Blog

In a recent blog post from May 22, titled Guiding your prospect to a clear “yes”, I focused on the skill of clarity of thought and speech. This article will focus on clarity done at the highest level, the art of conversation. I have searched far and wide for a definition of “sales process”. Much to my surprise, there are none!

The goal of this article is to help better understand the power of clarity of thought and clarity of speech. Once mastered, there is little to stand in the way of crushing your sales goals and metrics. This trait is not easy to acquire, but we all know that being successful takes hard work and dedication.

To be consistent one must understand what affects your thoughts, feelings, and actions. We are all faced with the increasing challenge of distractions the modern world presents us on a moment to moment basis. We are under constant barrage of potential influencers, but to achieve consistency you must insulate yourself from them. If it sounds challenging, you are correct, it is. No one will ever tell you that success comes easily, rather only through tremendous and consistent effort.

“Success is all about consistency around the fundamentals” (Robin Sharma-Writer and leadership speaker). Historically, there are few if any people that have achieved massive success and have done so without consistency. The concept of consistency is practically a super-human trait, as the ones that achieve it typically are well known leaders in their areas of expertise. People by nature are highly inconsistent.

We have already gained the understanding of what self-confidence means, and the general positive impact confidence has on our prospective buyers in the first 2 parts of this series. Now we will set our targets on the final piece of the puzzle, conveying our confidence to our prospect and turning them into clients. Confidence is delivered with 2 vehicles; body language & our words. Master these 2 and combine it with self-confidence, explosive results will follow!

Part 1 of this series focusing on confidence, we introduced the foundations of this important trait. As previously indicated, there are two aspects of confidence; self-confidence and projecting confidence on others. I briefly touched on the positive impact projecting confidence has and will add many tools to this in part 3 of this series. This article will exclusively tackle self-confidence, what it means and how to successfully achieve it.

There is no way to sugar coat it… if you do not have confidence, you will not succeed in sales and should find another career immediately. Throughout the years, I have made this bold declaration to numerous individuals and groups. I have said it to rookies and seasoned veterans alike. Confidence is not optional, it is required.

If you read my last article titled Fact or Fiction? You Should Expect to Close the Deal on the First Visit, you are probably wondering why I am now writing another article about following up. So, which one is it; should I be closing on the first visit or making follow up calls? The best answer is both! As much as I am a believer in the one-call-close, I am also a realist and know that not every potential customer can be made a client on the first call. There are some that require time and nurturing before they are ready to hire you.

The contracting business is highly competitive when it comes to winning new customers. We have all experienced our fair share of winning and often, and equal or greater share of losing. My goal in this article is to share some personal experiences and offer suggestions that will prove that the answer to the question above is not only FACT, but we can remove the “should expect” and focus on “You should close the deal on the first visit.”

Sales makes the (business) world go-round. Every business relies on sales to drive revenue and growth. Regardless of your personal level of affinity towards sales, to every home improvement pro, it is the lifeblood of your business. In this article, I will share a plan that will turn yourself (or your sales team) into a well-oiled, deal closing, revenue generating machine.