Business Management

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What is the most difficult conversation most of your front line team members have with your prospects and clients? Price. What is the number one objection your sales team shares with you regarding why they don’t close more of their opportunities? Price. What is the one psychological blocker that must be addressed before any sale can be made?

Honesty is such a lonely word (from the song, “Honesty” by Billy Joel). It never ceases to amaze me when folks we deal with are not honest.

A client called me awhile back because he wanted to know what my family did with the scrap metal from jobsites, and he wanted to know what the other companies I work with do on this matter too.

We know you’re practically living in your truck, constantly on the go, so, when are you supposed to do any research? Learn new skills? Grow your business? Take it to the road!

I’ve traveled quite a bit during my five-plus years with BNP Media — first covering the HVAC industry, and now plumbing.

All contractors start small, though no contractor needs to remain small. Sadly, when plumbers remain small, it is usually because they tell themselves one of the following nine lies.

The Lovely Christy and I were recently visiting Jerome, Arizona, an old copper mining town of 400 people.

The old adage goes, “Do something good for someone and they’ll tell 10 people. Do something bad to someone and they’ll tell 100 people.”

The new system, which is now available to all members, was created to give users a more efficient way to update their equipment pricing.

Market disruption. It’s a hip, sexy new term that I hear everywhere nowadays. In fact, the last three industry conferences I attended all had sessions on how to become a “disrupter” or how Amazon has successfully disrupted numerous markets.