Earl King
Sales Productivity: What to Expect
The question that's been crossing my desk and popping up in seminars recently is, “How much sales volume should I expect from a service salesperson?” Obviously, there are many variables, which depend upon the role of the salesperson and his or her direct cost to the contractor. ...
Finding the Service Sales Professional
The most successful commercial service companies are those that hire, train, and promote successful sales personnel....
Property Management Firms: Friend or Foe?
Property management groups have long been thrown into a general category of low bid prospects for commercial service agreements. Albeit there is much...
Seeing Is Believing
It's hard to believe, that after all these years and scores of filled seminar rooms, some/most sales people are still winging it. Now, more than ever,...
Objections: Hurdles or Opportunities?
While a “canned pitch” isn't my cup of tea, there are only so many objections you'll encounter when selling service agreements. By responding without a glitch, you'll remain authoritative in your prospect's eyes. ...
Earl King: Task-based Pricing or Price-based Tasking?
In our ever-changing industry some things never change. The economy softens; construction dries up; construction companies begin dabbling in service;...
Prospecting The Property Manager
By Earl King For the past three decades (and then some), Ive advised contractors not to chase property managers as customers. Ive always contended, with...
