Part 2 in this series of sales tips from Art Turock, discusses how to truly prepare for a pitch much further ahead than you usually do. Think about it: Can a football team develop their plan the day before a game? No. So why do you?
This vid…
Art Turock, who will be speaking at BSCAI's Executive Seminar this year at ISSA/INTERCLEAN, offers advice regarding how sales people can train, like a sprinter, to react to customer objections or questions without having to think. Watch this vide…
Stories that engage your colleagues and clients will capture their hearts and minds while, at the same time, will help them become more invested in your relationship and your company.
For example, imagine telling the following…
A critical key to increasing your strategic success is to sell as a single team with one voice and one message. Do you and your fellow sales pros work as a team? The reality is, most sales teams do not.
Do you want to test to s…
Here's a common question: What is the most important marketing tool a company has? The answer, hands down, is: its business card.
In my conferences, I ask people to hand their business card…
Facilities managers of college and university campuses are routinely handed the keys to a new building and told to clean and maintain it., with little input into the design of what they must now care for. Oh, and by the way, your budget will remain the same w…
Strengthening your strategic selling language is partly based on your understanding of the core values, or driving philosophies, of why buyers buy. These terms are referred to as the "Core Values of Buying" because they are the central themes, philosophie…
One common complaint cleaning professionals have is the fact that many building occupants never see their crews complete the work they do, unless done during day shifts. When someone is out of site, then they often are out of mind. But there's a quick fix any…
Many companies have begun to tap the marketing potential of various Web 2.0 technologies, but they are missing a key element when letting contacts know where to find them in the online social networking mix: their business cards.
Whether…
The Net Promoter Score is something that business experts say helps a company define how many of its customers truly are willing to spread the good word about it, and more importantly, are willing to be loyal even if their price is a bit higher or they take mor…
The single most violated U.S. Occupational Safety and Health Administration standard is the Bloodborne Pathogens Standard, 29 CFR 1910.1030. The following are seven keys that can help ensure your organization's compliance in this area:
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World-class service isn't found at the place that has the lowest prices. Learn the six critical elements of providing world-class service from Michael Guld, host of the public radio show, Talking Business.
You need to make a conscious decision…
While the concern today is reducing the spread of Influenza H1N1 or Swine Flu, the cleaning industry regularly is able to help customers reduce the spread of new flu strains. The problem with trying to combat these more frequent, yet less deadly strains…
Sometimes people refrain from networking at professional functions because they feel they have to be fake, pretending to be someone's friend when really they just want something from them. This is never appropriate. In fact, if you meet someone who may…
Renowned economist, Alan Beaulieu, of the Institute for Trend Research, gives you an idea of where you will find a strong workforce in the coming years. Watch the following video.
What are your ideas regarding how the current economy will uncov…
The recent activity surrounding the Employee Free Choice Act, considered by the U.S. Congress has put a spotlight on unionizing. The Act would amend the National Labor Relations Act to require the National Labor relations Board to certify a union without a…
