September 16, 2022

5 Tips to sell when you’re more expensive This post features 5 ways to get your customer off of how much the paint job will cost, and focused on why they should spend more money to hire you to do their paint, stain, floor or exterior project. Don’t Talk about What You do If you’re

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August 28, 2022

This weekend I received an email from Fred and Peter, a client of mine on the West Coast. I was really glad to see this email because it was only a few months back that things were very different. Here is their Story- Peter and his general manager Fred were running a $2m a year

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August 17, 2022

Selling without selling One of the questions I get asked a lot is, how can you sell without selling?  I love this question and I think it’s an interesting, because inside of that question is another question. The question behind the question. The thing is, how you sell without selling, and doing it the right

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July 27, 2022

Not all perspective customers are equal. Have you had the experience of meeting with a prospective customer and gradually discovered that the “ideal” prospect is not ideal at all? Afterwards, you may feel like you’ve wasted your time and energy. If you’re an estimator or leading a sales team who has been experiencing this, not

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June 26, 2022

THE COMING STORM When I lived in Philadelphia, anytime the weatherman said it was going to snow, the region came to a halt.  To prepare you went to the supermarket and loaded up on bread, eggs, and milk. God, knows we didn’t eat those items much, but it’s what you did in case you were

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