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by Peter Lisoskie (Author), Jason D. Blevins (Author)
Why read this book? When I was an in-home salesperson, I was happy. I would generally have maybe two appointments a day through the week and maybe one on a Saturday. I had plenty of time to work out, do things around the house and run errands. My life was mindlessly easy and I made a lot of money because I was good at sales. I saw plenty of people around me that struggled. It was downright painful to witness my peers failing. We would have our weekly meetings and "touch" on some sales techniques. I was grateful that I was rarely the reason why my boss would lose his temper and display his obvious frustrations with the sales team and their lack of performance. I decided to start my own business. I had a grand plan and in my mind, I could not fail. It didn't take long for me to realize the same dissatisfaction my old boss was feeling. It was infinitely frustrating. I would think to myself, "Why am I allowing my sales staff to plow through my expensive leads with little results?" I would also think, "Why is it so hard to find good sales people?" Like all business owners, I would walk my people through the failed sale from the night before in an attempt to find out where the breakdown was while it was still fresh in their minds. Sometimes this worked but usually, I was just left feeling like I wasn't getting the whole story. Then it hit me like a ton of bricks. I need to spend more time teaching and grooming my people so that my process became so embedded in their minds, that it was as if I was right there on their shoulder in the home. The problem is, most owners simply don't have the time it takes to train each salesperson the way they want. Most owners default to promoting their best sales representative to sales manager. Now, the owner pays that sales manager more money while the sales manager spends too much time trying to teach everyone else rather than doing what he does best, which is selling in the home. The owner gets super frustrated because he sees the financials. Why is this plan not working? This is my message to you owners. STOP WASTING MONEY ON THINGS THAT DON'T WORK Get back to working on your business instead of in your business. From your perspective, you should only spend money on things that yield an ROI (return on investment). You paid for precious leads and your sales reps are devastating them with call-backs. "The One Day Close" is designed to be a hyper-focused opportunity for your sales staff to quickly get to the root of what does and does not work in the home. By taking the time to dive into my program, you will not only gain a distinct and competitive advantage over your competition but your business will once again thrive and that is something truly invaluable.
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