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Sales Game-Changer
We’ve all heard that sales is a numbers game. Do you believe that? I don’t. Success in sales is not about working harder and producing more unqualified proposals, hoping that you’ll get lucky. Not at all.
Summer Hits
Fourth of July weekend is one of my favorite holidays because it seems to kick off a flurry of great summer activities. And in between festivals, pool parties, and baseball games, there’s a bunch of professional opportunities that are can’t miss summer events as well. Here’s what I’m making time on my calendar for as can’t miss summer hits that will help me get to the next level…
Ask Right Now
Sales is hard work. But for some of us, it’s as easy as accepting an introduction because we have a group of people who consistently refer us to qualified buyers. If you aren't getting enough amazing referrals for what you sell, let’s fix it right now in less than 10 minutes. First of all…
Leveraging Snow Subcontractors for Growth & Profitability
One of the most common questions I’m asked by snow & ice management professionals is about how to grow using subcontractors. Often, these snow pros are afraid of relying on subs. Some are afraid of losing control over their properties. Some are afraid of the impact it may have on service quality and their reputation. Some are afraid of subs letting them down. And there are a variety of other fears present.
Take Back Control
Sales can often feel like we’re not the ones in control. Prospects request quotes, meetings, and details expecting prompt replies and total compliance only to ghost us once a proposal is sent. But that’s only true for bad salespeople. Great salespeople stay firmly in control of the sale from start to finish. Here’s what they know to do…
My Greatest Sales Tactic
This blog post describes what I believe to be my greatest sales tactic; the one that has worked the best for me. The best thing about this tactic is that it requires almost no preparation or advanced skill development. And it works.
Spring Sales Forecast
Have you noticed a slump in sales recently? Or have you been too busy to notice that demand for many green industry services is starting to decline? The pandemic-era boost from people stuck at home with stimulus money is giving way to recessionary budget cuts and it could lead to a big slump in sales for many companies. Here’s how to bust through a sales slump….
'Tis the Season to Hire
Getting a jump start on more sales in 2024 requires action in December, which is why it’s the busiest month to start hiring key roles, especially salespeople. Here’s the top three reasons to start your 2024 hiring plans during the 2023 Holiday Season…
Need to Hire a Salesperson?
Without a doubt, the fastest way to grow a business in our industry is to hire an all-star salesperson. The right one annually adds hundreds of thousands, if not millions, of dollars to a company’s revenue with profitability built in. But more often than not, managers trust the wrong person to try and sell, leading to poor results. Here’s what to look for in a salesperson…
Leading the Sales Team
I recently met a young business owner, who is extremely impressive. One of the things that stood out to me the most about him was that he knew his numbers. He wasn’t a financial genius by any means, and he wasn’t old enough to have advanced degrees on his wall. But he did know his numbers. But the more we talked, the more I realized that he only knew some of his numbers. In fact, there were some very important numbers he did not know. He thought he knew his numbers but then he came to realize there was a deeper level of knowledge.
Control the Sale
Tired of getting ghosted in sales? That miserable feeling when a proposal goes unanswered, voicemails are ignored, and a name is stuck on a follow-up list can be completely avoided. Here’s the remarkably simple way to control the sale…
Selling on a Napkin
Some of the most amazing ideas started on a napkin. Business deals are often first sketched out on a napkin. Huge sales have been made on a napkin. In today’s virtual world, a napkin may not be readily available but the concept still applies. Give me two minutes of your time and I’ll explain.
The One That Got Away
If only I could have closed THAT deal. It still keeps me up at night. I was SO close. But it didn’t happen. On the other hand, the experience was unforgettable. I’ll be telling my grandchildren about it. No, I’m not talking about a big fish that got away or a girl I once knew. I’m talking about a sales opportunity.
Rethinking Your Sales Role
I once had a landscape management customer who told me that my company would have her contract as long as one of the owners of my company personally looked after her properties. In other words, she didn’t want to trust her properties to an account manager who may not have the same level of dedication as an owner. She went on to say that she fully expected our business to grow to the point where we would rely on non-owners to handle large commercial portfolios like hers. In fact, it did. She was simply letting us know in advance that when we reached that point in our growth, she would no longer be a customer.
Sales Slump?
Have you noticed a slump in sales recently? Or have you been too busy to notice that demand for many green industry services is starting to decline? The pandemic-era boost from people stuck at home with stimulus money is giving way to recessionary budget cuts and it could lead to a big slump in sales for many companies. Here’s how to bust through a sales slump….
Do Commissions Work?
Most businesses have someone who is responsible for selling, and most of those people are paid in part or in whole by commission. In fact, less than 5% of all salespeople in the US are paid by salary alone. Most sales managers believe that commissions provide the necessary motivation for selling, but do they even work? Here’s what the science shows…
Price Sometimes Matters
When it comes to selling, how important is price really? Some people say that price is the most important factor. Others claim price doesn’t matter at all. Having sold millions of dollars of maintenance contracts, I’ll tell you the truth: price sometimes matters. Here’s when it does, and why it sometimes doesn’t….
Talk Less, Sell More
I recently decided not to make a purchase and it was 100% the salesperson’s fault.  But if he hadn’t said this one thing, he would almost certainly have made the sale.  Here’s exactly what happened, and how you can make sure you don’t lose sales by saying the wrong thing…
We Wrote the Book On Sales
When it comes to selling snow and ice management services, there is no reason to reinvent the wheel. The book has already been written. We wrote it. And I’d like to walk you through it, page by page. Click to learn how.
The Great Sales Challenge of 2022
There is no question that increasing your selling prices is one of the greatest sales challenges of 2022, if not the greatest challenge. After years of renewals with minimal price increases, if any at all, salespeople are faced with having to present large price increases. Not only are these price increases long overdue but they are fueled by price inflation in all areas of our economy. The question then becomes how to successfully sell these large price increases. I have three key recommendations.
Welcome to Bidding Season
The start of June has always been a significant milestone for snow contractors to start thinking ahead to next season. But bidding for snow removal in 2022 is going to be more difficult than ever before to ensure that we win contracts with enough profit to withstand the current economic landscape. Here’s what to do to win, and profit, this winter…
How to Raise Prices and Afford Gas
Record high gas prices are just the latest hurdle to businesses struggling to make profit in a rapidly changing economic environment with massively increased costs.  One thing is clear: raising prices in 2022 is necessary to survive.  Here’s how to sell contracts and renewals with enough profit, even enough to afford gas…
New in 2022!
We’re always looking for new ways to connect and help you succeed here at GrowTheBench, so in 2022 we’re launching brand new, LIVE Mastermind Calls! If you want to connect with other contractors, ask a burning question, or simply learn more about any of the topics we cover, here is your perfect opportunity. Here is how you can sign up…
Are You Exhausted?
Memorial Day Weekend typically marks the first opportunity for those of us in the green industry to pause for some much needed rest after a rushed spring start. Except this year, it feels like there is no end in sight as demand for services has skyrocketed while employees have disappeared. If it all feels too exhausting, maybe it’s time to try doing something just a little differently...
In The Flesh
It’s finally time. After more than a year, in-person networking and educational events are coming back. I personally can’t wait to see old friends and new colleagues face-to-face, to dive into real education, and to enjoy after-hours networking over dinner or at a bar. Here are the industry events I’m most excited about attending:
Greatest Closing Technique - Ever!
It happened at the conference room table at one of the world’s largest retail property management firms. I was there with my clients who were pursuing an opportunity to work with this management company even though it had been made clear to us prior to the meeting that there was no current opportunity to do so. The meeting began with the normal exchange of pleasantries followed by a brief overview of my client’s history and capabilities. What happened next blew my mind and led to closing a sale...
Ready for $15 Minimum Wage?
This week, the new Biden administration is working towards a pandemic relief package that will include a $15 minimum wage. Unless you hit it big with Gamestop, you may be wondering how your business can survive when labor costs significantly increase over the next five years. Here’s what to do now to ensure you don’t go out of business later…
Taking the road less traveled: how a different approach to sales changes everything
It is commonly stated that one out of every ten salespeople outsells the remaining nine. The reason why this principle applies in many situations is because the most successful salespeople follow a road less traveled. Instead of doing what is common, with limited results, they do what is uncommon; they employ a different approach, and it changes everything...
The $80,000 Toothpick
Sometimes, the smallest change in our business can have enough impact on the bottom line. United Airlines recently realized that they could save $80,000 per year by some creative thinking and one small tweak to employee behavior. In fact, saving this much money is so easy, it’s crazy to think they didn’t do it before...
How I Made My Largest Sale
The largest sale I ever made was actually one of the easiest sales I ever made. One single event made it happen. On top of that, a referral from this new customer resulted in an even larger sale. My #1 and #2 largest sales resulted from a single event. Was this a stroke of genius or sheer luck? You decide...
How to 10X Sales in 2021
As 2020 comes to a close, you may look back and be disappointed with your sales volume. Or maybe you’re concerned about slipping profit margins. If so, you’re not alone. A year ago, a client of mine was in exactly the same place. Here’s how we worked together to help him grow from sales of just $96,000 in 2019 to over $999,000 in 2020, and how you can 10X your sales this year too...
The Big 3 - Sales
The value of your business is enhanced by the presence of specific things. So let me ask you if these things exist in your business. If so, to what degree? If not, this blog post just might inspire you to do something that will make a tangible improvement in the value of your business.
4 Words That Kill Your Sales
There are four words salespeople often say that almost universally kill a sale.  They’re the first four words used in most every sales call, and I’ve never met a salesperson who hasn’t used them at least once.  In fact, I’ve mistakenly said these deadly words back when I sucked at sales.  But then I started selling millions of dollars of contracts once I stopped opening calls by saying…
Sales Stoplights
If you offer snow removal services, then your sales are probably in full swing by now.  I recently read one of the most profound sales insights I’ve ever heard and knew I needed to share it here on this blog.  It all has to do with what you do when you see a yellow light...
Is Sales Fun Enough For You?
This week I got a call from a salesperson I have been coaching: “Neal, I wanted to talk through a call I just had with a prospect. I did what you said, didn’t say some things I would have said before your training, and it worked! Not only that, the call was actually fun!” If you don’t find sales fun enough, here’s what you need to change...
Supercharge Sales with the Perfect CRM
You probably have a CRM (Customer Relationship Management) software already.  And it probably kinda sucks.  Or maybe it’s never really utilized by your staff, at least not the way they showed you in the fancy software demo.  If you don’t have a CRM, or one that works great, or one staff use, you’re definitely missing sales opportunities.  Here are some items to know…
This Sales Approach Changed Everything
This one simple selling approach changed everything. Without a background in sales, my closing rate went up over 90% and found myself with lots of time on my hands for other things. No longer was I wasting my precious time on every opportunity that came my way. Because of my success, I’m happy to share this approach with you…
How I Made My Largest Sale
The largest sale I ever made was actually one of the easiest sales I ever made. One single event made it happen. On top of that, a referral from this new customer resulted in an even larger sale. My #1 and #2 largest sales resulted from a single event. Was this a stroke of genius or sheer luck? You decide...
Strategically Driving Sales in 2020
As we celebrate Thanksgiving here in the U.S., I’d like to express our appreciation by giving you and your sales team some free consulting. Specifically, I’m going to help you being more strategic with sales in 2020...
My Biggest Sales Failure
In October 2010, I had the biggest sales opportunity of my career.  I was sitting in the office of a vice president trying to take over management of 500+ locations for the upcoming winter.  It ended up being the most humiliating sales failure I’ve ever experienced.  Here’s what happened (and how you can avoid the same fate)….
The Key to Insane Growth
When I was working to build a $40+ million snow business in seven years, there was one metric that I valued above all else.  By focusing on this rarely discussed number alone, everything else - profitability, sales, retention - fell into place.  I’m convinced that more businesses would grow more if they really understood the metric of…
I'm Impressed!
Do you ever wonder how your prospective customers view your company during the sales process? Sometimes it’s difficult to know just what they are thinking. However, there is one approach that is proven to be effective...