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How to Handle Price Shoppers

Once a month or so, we hold Office Hours.  It's an informal phone chat we host on gotowebinar.  We celebrate successes, and solve problems.  It's a lot of fun, and a super challenging question always comes up.  Here's one from our last Office Hours... How do you respond to callers who want a price over the phone? If [...]

How to Handle Price Shoppers 2016-12-01T14:55:07+00:00

Sales Tip #3: Be UN-afraid of Silence

This is my husband, Hotrod, the Plumber. Hotrod is one of the best salespeople on the planet.  He is a tight lipped guy.  Oh, he can talk.  However, when he puts on his sales hat, he understands Sales Tip #3:  Once you've asked for the sale, shut up.  He is UN-afraid of the silence.   That's because [...]

Sales Tip #3: Be UN-afraid of Silence 2016-12-01T14:55:08+00:00

The Most Interesting Blog Post In The World

Branding 101 - What I Learned from the Most Interesting Man in the World! Recently, I was invited to speak at the Business Experts Forum at the Harvard Faculty Club.  How exciting!  Our assignment was to share our most important, essential, legacy message...in 5 minutes.  As I was putting my materials together for the event, I struggled [...]

The Most Interesting Blog Post In The World 2016-12-01T14:55:08+00:00

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 [...]

Build a Better Flat Rate Price Book 2016-12-01T14:55:12+00:00

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 [...]

Sales Tip: Don’t Let Your Customer Make a Bad Decision 2016-12-01T14:55:12+00:00

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 [...]

Great Business Gift Ideas 2016-12-01T14:55:12+00:00

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 [...]

Tips For Hiring the Right Employee 2017-01-25T20:26:00+00:00

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 [...]

The Secret Power of Gratitude for Business Today 2016-12-01T14:55:18+00:00

Do Business Owners Know What Their Customers Want?

Research Shows 90% Do Not… What customers value most changes constantly, and the pace of change has increased exponentially with the economic recession. The businesses who become relevant by addressing what customers really value at any given time will be the first ones out of the recession.  That’s is what is discussed in my latest [...]

Do Business Owners Know What Their Customers Want? 2016-12-01T14:55:18+00:00

How to Give an Elevator Speech

Serendipity: The faculty of happening upon fortunate discoveries when not in search of them. I love the moments that take me completely by surprise. When I expect one thing and find another. The other day I received a call from a woman named Cathy… “Hi Ellen, I read your article in the local business journal [...]

How to Give an Elevator Speech 2017-04-05T16:52:23+00:00