One of the greatest detrimental factors in people’s lives – especially their business lives, is what they decide to sit out. A truly professional athlete will never chose to sit out a game …
Read more...Winners Are Found, Not Built!
Every canvasser has their own self-image. It’s their internal belief system of what they can and cannot achieve. It’s an unconscious barrier of self-limiting beliefs that no training can break through. You can teach the canvasser the words to say and the sequence in which to say them; you can teach a rebuttal for every objection the homeowner can throw, but unless …
Read more...Only Results Count – Metrics for Profitable Canvassing
If the revenue production is on the acceptable percentage of cost, then that canvasser is supporting their existence in the department. From this number you can determine how well they’re producing. Without the numbers …
Read more...Establishing The Need And Want
… example, if the homeowner is frustrated every time they struggle to open and close a window and you mention “hard to open, hard to close” the homeowner will connect with that specific pain; and when they do you’re in …
Read more...When and how do you decide if a canvasser is terminated or promoted?
Managing canvassers isn’t any different than managing a class of 2nd graders. Unless you establish your criteria and expectations they’ll test your boundaries… and your patience.
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