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Ask the experts archive

December 17, 2018

What are some best practices for inventory management?

How would you adjust your sales process for dealing with millennials?

What's the best way to get the phone to ring during the off time of the year?

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December 10, 2018

I was a Service Tech for many years before I got into the sales side of the business. Sometimes I really want to tell my customers to just shut up and listen to me since I know better, but I obviously can't do that. Can you demonstrate the type of conversation that is assertive, but not overbearing?

I would like to sell more IAQ. Do you have any recommendations to help me do this?

Why is it important to always offer a good better best option?

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December 3, 2018

As a small team without the staff to share the leadership tasks with, what do you recommend an owner do to most effectively align their time with results?

Where do I begin if I want to restructure my company, so that I'm not just breaking even, but actually making a profit?

How did you set price and commission in your company?

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November 26, 2018

I can't get my service techs motivated. We provide training and there are spiffs available, but we're having trouble connecting the dots on that. Can you suggest 3 things that you've done in the past to help motivate your team, so that everybody is diagnosing problems and recommending solutions?

My CSR's do a great job at the basics, but could use a little help selling that appointment for price shoppers. Can you offer some tips on how they can separate my company from the other 2 or 3 competitors in the area?

How would you align compensation with performance for a CSR?

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November 19, 2018

We always offer the 60 month no interest equal pay, but it’s getting so expensive. Do you recommend anything different?

If I have 600 active service agreements, how many replacement leads should I reasonably expect from those service agreements?

How can soft skills increase margins?

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