There is a powerful shift taking place in this country regarding the long-term success of business. The traditional mindset of focusing only on increasing the size of your bank account is being counterbalanced with the importance of developing Personal Excellence. The premise: In order for your long-term business success to have a chance, your personal life skills must be in good shape. In the construction business, this area is often neglected. Your personal foundation must be as strong as the foundations that support the buildings and homes you build. Personal excellence is attained with your dedication to constant and never ending improvement in every area of life. It involves a resolution to search out new and advanced ways to expand your individual identity and refine your personal skills. Dedicating time to be in the Personal Excellence Gymnasium will have a transforming effect on your life and your business. The most successful individuals in society are those living a balanced life. Here are the three primary areas on which to focus in the pursuit of personal excellence.
It never ceases to amaze me that there are professional sales people that are about as enthusiastic as a sedated mortician is.
Having a deadbeat attitude in the presence of your prospects and your clients is a poison that will kill your sales.
You know this. Most salespeople know this. Yet, they continue to have an apathetic attitude. And they wonder why their sales suffer.
“Houston , we have problem.” Have you ever felt like this famous movie line applied to you and one of your customers?
If you have been in business any length of time, I am sure you have had to handle situations with the occasional difficult customer. You know the type. They have your contract staring them in the face and swear there is no agreement on detail. They demand that your crew work overtime on weekends and holidays to finish their project for a party they planned just last week. They place a call to your office every hour, on the hour, to find out when the Cable Company is going to connect their HBO. These situations are real and they call for special skills over and above your normal amiable, professional self. Here are seven ways to manage these rare and infrequent circumstances.
I received a call recently from a design/build-remodeling contractor on the East Coast. I detected by the tone in his voice that he was fairly stressed out about his recent lack of sales success. He complained that his closing ratio was way down compared to last year and that prospective customers seemed really tense about the economy and life in general.