Engine Or Anchor herunterladen?

I love the use of analogies. One of the prime examples I use is a owner of a contracting company as being the captain of a ship. As the leader you may find yourself heading towards “stormy business weather.” This storm is approaching as your sales revenue is lower than your overhead, field labor and material costs can substantiate windows xp language pack german download kostenlos. When this happens, you start to take on water. (Go into debt) Soon the whole ship is in danger of sinking.

When you finally wind up in the worst part of the storm the telltale signs are all around you as the captain tolino bücher im ausland herunterladen. The rain of phone calls from vendors looking to collect on what you owe or the lightning of your having to consider a loan, line of credit or even take money out of your own pocket, just to make payroll this week are just a few of the signs that your ship is indeed in trouble facebook bilder downloaden.

All Hands On Deck

As the captain it is your duty to get your ship and the crew out of here and into clear waters and blue skies. “All hands on deck!” you scream. As you look around your “ship” you see that some of the crew members are not pulling their weight while others are doing all they can to help. And that is the problem in a nutshell.

Take a walk around your company and look at each employee. Sure when the “sales weather” was great, you hardly noticed some of the crew taking a break on the sun deck while other rowed away. Now, when it is slow, there is no room for slackers. EVERYONE must pull the oar and get us out of the storm. Ask yourself while examining each person in your company, “Is this employee an engine or an anchor?”

Your Instincts Are Evidence

I really believe that an owner or manager “instinctively” know when an employee is an “anchor” that is holding the ship back from sailing into clear waters. I have to tell you that I believe that instincts are over-rated when it comes to management. I believe that instincts are really the feeling you get when faced with small bits of hard evidence that the manager or owner has observed.

Some of the hard evidence I am talking about is an employee who…

• Routinely comes in late or goes home early

• Shows up absent with no notice or phone call

• Doesn’t bother to wear the “whole” company uniform

• Rarely brings in enough revenue to even cover their own wage

• Specializes in creating call-backs

• Blows off company meetings

• Talks bad about other employees behind their back

• Shows no respect for their truck

• Bring more excuses than results

• Never meets or thinks about his financial weekly goals

• Even your GPS can’t figure out where he is

Anchors Away

The answer to your problems is to release all anchors now and activate all engines to propel your ship. I always framed this problem as an opportunity. After all someone who is not happy following all your “silly rules” would be happier an more productive working somewhere that excellence doesn’t matter. Once you decide to not tolerate poor performance you will find it easy to steer the course to beautiful, sunny and profitable waters.

As a leader in your organization, and as a coach to your team, you do your best to make sure that your team has the proper knowledge, training and support to succeed.  You hold meetings and training sessions. You ride along with them on calls and share everything you know so that the lessons you’ve learned along the way might help your team members become more successful Download minecraft life in the woods for free.

You try to be a good leader, teacher, and above all else… a great coach.

But there’s one crucial aspect of being a great coach that you MUST remember.

Great leaders and coaches throughout history have embraced this aspect of leading others as one of the keys to their incredible success.  In fact, if you’re not doing this one thing, you’re shortchanging your team and yourself… and you could very well be setting yourself up for future disappointment outdated whatsapp version.

The ‘Secret’ Isn’t so Secret

So what is this one thing that every great coach MUST do to ensure the success of their team and themselves?

It’s not really a big secret. I’ll guarantee you’ve heard it many times before, although you might not be doing it.

Great coaches are committed to being lifelong learners gps maps for free.

When coaches feel they already know everything, they not only fail to adapt to changes that occur around them, but in doing so they let down their team.  Being a “know it all” leader creates a closed door mindset between you and your team.  Basically your people feel, “Why tell him anything? He’ll never listen to what i have to say.”

Whether it’s in sports or business, I’ll bet you can pretty easily name a coach who was once on top of the world, but wound up on the scrap heap simply because they bypassed new opportunities to learn about how new ideas and changes in the world around them could positively impact their teams.

“Not all readers are leaders, but all leaders are readers.” – Harry S. Truman

Remember that the level of success you’re enjoying today was achieved based on what things used to be like. Past conditions.  Mediocre coaches rest on their laurels. They don’t push themselves to learn more each day.

Great coaches who are truly transformational realize that they don’t already know everything. They’re always searching out new ideas and pursuing new knowledge.

For some coaches, it’s a matter of ego. You have to be secure enough in your leadership role to also be able to openly seek out new information with childlike curiosity. When you adopt that mindset, you’ll always be a step ahead of the challenges that you’ll face in the future.

Why You Need to Practice What Your Preach

If you’ve followed me for any amount of time, you’ve probably heard me say your ego is NOT your amigo. It’s a fun way to remember the very serious message that to be successful long term, you have to let go of your ego and false pride.

That old school “I’m the boss and I know everything” management style doesn’t work anymore.

To be a great coach you need to be a manager and a teacher… but even more importantly you need to be a student leader who learns and grows with the team.

Part of the Navy Seal Creed is “My training is never complete.” Every coach or leader should adopt that attitude.

If you preach that your team should always be learning and focusing on personal growth but you don’t do the same, your team will see through it. They’ll lose faith in you and tune you out over time. Because after all, a teacher (or a coach) who isn’t also a learner has no credibility.

So how do you make ongoing learning a priority for you and your team?

Opportunities For You and Your Team to Learn Together

There are a lot of ways you can embrace lifelong learning on both a team and individual level.

• Find successful non-competitive companies than you can visit and learn from
• Look at the weaknesses of your team and buy books or attend seminars to make those a strength
  
• Read new business and personal development books – Both on your own and also as a team activity
• Ask your team to bring up, discuss, and solve problems they encounter in the field during meetings
• Pay attention to lessons learned by you and the staff each week, and share those experiences with your team
• Invest in professional training programs and courses that change your thinking to grow your results
  

And lastly, invest in coaching for yourself.  Even if you’re a transparent coach who is open to suggestions from your team, sometimes it gets lonely at the top. And when things get hectic, it’s hard to see the forest through the trees. Having your own coach is an investment you’ll never regret.

The First Step to Becoming a Lifelong Learner

Take just a minute right now and think about how much time you spend learning new things that can make you better and that you can teach your team.  It’s probably pretty rare that you take time out from your busy life to invest in learning. My suggestion is you ramp up that investment. It’s one of the few that always guarantees a great return!

Here’s an easy way to start investing in your education…

Join ContractorSelling.com today so you can read the latest material and watch videos on how to increase the value of your services to your clients.  Come join us yourself… or even better, get a group membership for your team!

Click here to join ContractorSelling.com  and take the first steps to becoming a top-notch performance coach.

Now, everybody always says there’s no ‘I’ in team, but there is an ‘I’ in win, because the individuals make the team what it is, and how they think and what they do is important to the team.    

— Nick Saban

There are a lot of great sayings and famous quotes about how winning is all about the team, and not about individuals. And there’s some truth to that.  But you’re really getting only half the story with that approach skillet monster. You have to take it one step further and adopt the mindset of Nick Saban – who just happens to know a thing or two about building winning teams.

The truth is that teams are made up of individuals, and if you don’t know each of those individuals inside and out… their strengths and their challenges… their hot buttons, their values, and their personalities… then you’re going to have one hell of a time trying to get all those unique individuals to form a cohesive team that works together and gets results.  When you finally do, you’re on your way to building a winning team because you’ve built a winning culture first herunterladen.

There are three steps in creating a winning culture…

Step #1… Know each of your player’s strengths and weaknesses as well as you possibly can.

Step #2… Communicate the unique role on the team and how you expect them to contribute.

Step #3… Put them into a position to succeed elster formulare 2019.

The Recipe For a Winning & Profitable Team

Great coaches don’t just coach their people because they like them and they want to be nice to them…

The primary reason coaching is an incredibly effective business skill is because it’s the most effective way to develop your talent and build a team that gets results.

You’ll hear many people who say that an employee’s personal life is their business and that a manager shouldn’t cross that line by showing empathy about personal issues that might affect performance happy color op nummer downloaden. But actually, the opposite it true.

Coaches that get to know their people use the daily victories, challenges and routines their people face both at home and work as a chance to strengthen the relationship with each performer to gain respect, trust, and credibility.

A great coach takes the time to get to know each person individually, the challenges they’re facing in life, what drives them, what their unique skills and talents are, and help them connect those things to the goals and objectives of the team – and the company as a whole herunterladen.

It’s a true win-win-win situation.

Great Coaches Don’t Use Generalities

Trying to coach by assuming that you can manage each team member in the same way makes about as much sense as thinking that every your customers are all interested in buying the same things from your for all the same reasons.  You have to be relevant in the way you are making your request of your team or they won’t think the information applies to them.

You can’t sell that way – and you can’t coach that way, either.

It’s lazy coaching. Even worse, it’s a recipe for failure.

Coaches who know their team members on a deeper level not only help their people become more effective, but also use each individual’s unique situations and characteristics to tailor how they teach and motivate their team.

When you coach his way, you can shape your lessons and assignments around a particular person’s strengths and challenges, helping them continually improve and work in a way that if both effective and meaningful to them.

As a result, each team member feels that you care about them on an individual level. They know that they’re not just a cog in the machine or a number on a spreadsheet to you.

And when an employee feels that way, they’re more loyal, coachable, and productive.

Creating a Win, Win, Win

Great coaches always look to create a win-win-win situation.

• Win for the individual people on the team

• Win for the team as a whole

• Win for the organization & fans or clients of the team

When you take the time to get to know individuals on your team professionally as well as personally, then put them into situations where they can create value, you’ll notice that a team dynamic naturally begins to form.

The unique characteristics, strengths, and talents of each person on your team combine to create a team culture.  A culture where everyone on the team cares for each other as individuals and learns to “pick up” your teammate when they need it.  

Coaches who create this type of culture leverage the uniqueness of the individuals to make a stronger, more productive team.  The individuals win because they feel valued and understood – and they get to work in an environment that is meaningful and fulfilling to them.  Also with the team culture based on the core values that have emerged, the coach does less work and the team helps hold each other accountable instead.

The team wins because all of their individual traits are combined in a way that compliment each other, making everyone more effective.  And the organization and their clients win because teams that work together in this way are happier employees, have less turnover, and provide great service!

A special opportunity for you…

On Thursday, June 23rd 8pm eastern time we’re holding a special live Hour of Sales Power session called 21 Core Values of Heavy Hitters, and you’re invited to join us as a guest at a very special price.

These coaching calls normally cost $89, but if you join from the link in this article, you’ll get in for free!

Click here now to reserve your seat for the Hour of Sales Power before it sells out!

I want to hear from you…

Have you ever had a manager who went to the effort to really get to know you as an individual? How did it impact your work? Share your thoughts in the comments.

You’re at the end of another call, and you’re feeling pretty good about yourself.  As far as you can tell, you’ve done everything right.

You diagnosed the whole system, you learned everything there is to know about your customer, their mechanical system and you delivered a handful of sincere “Magic Moments” and you start to feel like your building a great relationship with them.

As you finish creating 6 great options that are tailor-made for this family, you feel pretty confident… You’re going to nail this!

You walk up to the family and deliver your options. The client looks at the sheet and says…

• “You know, I really should shop around to check other prices first.”
• “These prices are too high.”
• “Thanks for the information whatsapp op apple ipad. I need to think about this for a while.”
• “I’m just getting bids and prices right now. I’ll call you when I’m ready.”
  

Awww SNAP, Objections

If you’re like most people, you probably look at an objection as a bad thing. A failure on your part. You figure you must have done something wrong, otherwise they wouldn’t be objecting, right?  Or maybe you get angry inside at the customer.  Thinking private thoughts like, “He’s just cheap!” or “What’s wrong with these people?”

Because after all, an objection is just a polite “no” isn’t it?

Actually, that’s not what an objection is at all. When you think like that, you’re putting yourself in a conflict state of mind – and that’s not good for you or your customer zoom cloud meetings herunterladen.

What Is An Objection?

In reality, an objection is an opportunity to explain more, to clarify more, and to guide your customer through the process of making a the right choice for themselves and their family.

Your customer needs your guidance because they’re used to living in a one-dimensional world when it comes to their system. What they usually hear is, “Here’s the part you need and here’s what it costs.”

But then you come along and actually take the time to get to know them and understand their situation. And because you’ve so thoroughly diagnosed them and their system, you’re able to offer them several tailor-made options based not only on what’s needed right now, but also on anticipating their needs into the future as well adobe reader mac kostenlos.

So they’re going from the “here’s-your-one-price world” to your new world of choice.

It’s like the difference between those old coin operated mechanical horses you used to ride outside K-Mart when you were a kid and the interactive theme park experience at Disney World.

At Disney World, there’s so much to see and so much going on that they give you a guide to show you where everything is, how it works, and anything else you want to know about the attractions so you can figure out which ones fit the kind of experience your family wants to have.

It’s no different when you’re offering options. There’s a lot to see and a lot for your customer to think about. Remember your customer has probably never seen this type of selection before.

It’s like showing up at Disney World for the first time.

“Wow. Look at all this cool stuff! Where do I start? What should we spend our time and money on?”

So when your customer hits you with an objection, see it for what it really is – a request for guidance and an opportunity to guide them through the process of choosing.  Be their guide. Show them the way. Tell them why you did what you did and why it makes sense for them.

Three Ways to Be A Good Guide

You’ve heard me say it before. Provide world class Pure Motive Service and the sales numbers will take care of themselves. Guiding your client to a solution is not a high-pressure sale, it’s the place where true world-class service begins.  The service of helping your client find what right for them.

Here are 3 tips to guide your customer through the process of choosing the right solution.

1: Listen For the “NO”
Listen to exactly what the client’s response is after handing over your options.  You explain your top option and then let the client look at the entire option sheet with all 6-prices.  What are they say?  More importantly, what are they NOT saying?  If you don’t hear the word NO or NOT NOW then it isn’t even an objection at all.  For instance, an interaction might sound something like this…

Your client says… “Geez, these prices are higher than my last guy who worked here.”

You say… “I understand, we’re definitely more premium. So, what should we do?”

The client says… “Let’s go ahead and do that 2nd option with the 4 year warranty and service.”

BAM! The client sold themselves. You just guided them by reminding them of your level of service.

2: Process Of Elimination
A particularly effective way to deal with price-based objections is to use them to eliminate options. If your customer says…

“Wow. I just didn’t anticipate this. I mean, this top option is over $2,000. No way am I putting that much into this.”

Don’t argue or hard-sell the option. Instead, say something like…

“Yeah. You know, I wanted you to see what’s possible, but I agree with you. Let’s just take that one off the list. Now what should we do?”

Cross the option off and ask them which one makes the most sense now. The same thing works for eliminating the band-aid option. If they think it’s too “cheap”, agree, cross it off, and ask them “What should we do?”

3: Remind Them Of What’s At Stake
You’ve created 6 tailor-made options based on what you know about the family, their system, and their situation. If you’ve had a Magic Moments and have observed how fortunate their family was to have a person like them to take care of this issue, you can use that to answer objections and guide your customer to the right solution for the people they are most concerned about..

For example, if the customer says, “You know, I think I’m going to wait a bit and get some more bids before I fix this. That’s a big investment.” – then take them back to a Magic Moment.

“I can understand that, Michelle, but remember when you told me how you help your daughter Ellen with her respiratory issues in this high humidity and how you hate to see her struggle with it?  I put this option together because this way we can get things cooled off and get that humidity down for her as soon as possible so she can be comfortable. What should we do?”

If you had a sincere Magic Moment and got the customer to share meaningful information with you, this shows that you have their best interests at heart and aren’t just trying to push them into a sale.

Adopting the Mindset of a Guide

Selling your services isn’t something you do TO someone. It’s something you do FOR them.

Keep that in mind as you build your options, when you present your options, and especially when you’re dealing with objections. You’re there to help and to guide them to the right solution.

As you can see, there’s a lot that goes into creating and effectively presenting good options. We’ve created a fantastic tool to save you a ton of time and insure you create 6 great options every time. We call it The Best Ever Flat Rate Guide and if you haven’t yet given it a good look, you really should.

When objections come (and they will come), don’t take them personally. They’re an opportunity to further explain things and guide your customer to making a great choice that they’ll be completely satisfied with.

And if you approach it that way, everyone wins.

What about you?

What are the most common objections you get and how do you answer them? Tell me about it in the comments at the bottom of our blog page.

Is Your Service System Too Hard?

Last month we had a momentous occasion in our household. Wyatt, who just turned one in February, graduated from his first ever survival training class with the Baby Seals Swim Academy schreibtrainer gratis herunterladen.

We watched our little one transform from being unsure and uncertain of the water and of his trainer, to being confident and courageous in and under the water. He is now willing and able to jump in the water and kick himself right back up to the top where he starts to float on his back, even while being fully clothed download music for free without registration.

What started out for us as a safety precaution due to the new pool in our backyard turned into one of the best decisions we made so far for our little guy. We want to continue to build his confidence and his skills.

Sign Me Up!

Of course after seeing this transformation in just four short weeks of lessons we wanted to continue encouraging him to learn how to swim so we talked to the instructor about the next step for Wyatt icloud fotos auf mac herunterladen. She told us that he was definitely ready to move to the next step and that if he continued at this rate he would be actually swimming by summer. This only encouraged us more. We said “sign us up!” She replied by telling us that she would email us the information when the next class was ready to start.

When nothing arrived by the next week we contacted her again only to find out that the she was still getting the classes together and she would notify us as soon as she figured things out m3u8 datei herunterladen.

Another week went by with no email so we called again only to get the same answer.

Our enthusiasm is waning to say the least. We really like this instructor. The classes are near by and the cost is reasonable. In the end though, we want to be able to continue Wyatt’s lessons and that may mean finding another instructor who has their program laid out better darf man musik herunterladen.

This got me thinking, how many of your customers are eager to use your services only to find the process of signing up difficult?

Maybe You Can Lose What You Never Had

When customers call your office wanting to use your services do you make the process simple or is it like trying to take out a new loan? You should have a system that is easy to follow and understand and always be ready to explain to your customer “what happens next.”

This means that if you need to get their information so you can send someone to their house, than tell them. If after hanging up the phone a dispatcher will call them to tell them a tech is on the way, than tell them. If you need to get a credit card number from them before sending a tech for late-night emergency calls, than tell them. Lead them through your system.

Walk, Don’t Run, or Maybe Just Trot

When it comes to leading your customer through your system you need to slow things down, but not to a complete standstill. Things should always keep moving forward.

Think of the serpentine lines at an amusement park. You can see that the line is winding back and forth and you know exactly where it ends. You look forward to getting to the part where the misters go off above your head; cooling you off from the heat and humidity, while watching Sponge Bob cartoons or competing against your friends in trivia questions about John Wayne’s real name or how many Die Hard movies did Bruce Willis film.

You should be guiding your customers through your “line” the same way. It should be easy for them to tell when the end is near and when it is their turn, and maybe even a little entertaining.

Think Like Your Customer

So take some time to think like you’re a customer of your own business and ask yourself these questions.

1. Does a live person answer the phone or do your potential customers get a voicemail system letting them know someone will call them back?
2. Do they have a pleasant and understanding voice? Does it sound like they are smiling when they answer the phone?
3. Are they really listening to what you are saying?
4. Are they using your first name throughout the call?
5. Do they sound like they are reading from a script or are they stumped if you ask them a question that veers from that script?
6. Are they using common, everyday courtesies like “please” and “thank-you?”
7. Do they repeat your information back to you in order to be sure it is correct?
8. Do they ask “what is the best way to reach you?” in case they need to contact you?
9. Were you kept on hold, and for how long?
10. Do they say how much it will cost for the appointment and ask how you would like to pay?
11. Do they tell you to call back or give you orders instead of doing it for you?
12. Were they able to quickly look up records or locate your information?
13. Do they tell you what they can do for you or did they tell you what they can’t?
14. Do they book the call when the customer needs service?
15. Did they use an appreciation statement and thank you for calling?

These are just a few of the questions you should begin asking yourself when evaluating your customer sales system. Creating a streamlined system with great customer service will help gain you market share through word of mouth marketing and strengthen your market position.