Running Your Business
by the Numbers


How to eliminate your competition with compelling bids

How do you ensure you get the flooring contract versus your competitor who may be at about the same price point or even lower? You need something that will make your offer simply irresistible.  You need a compelling offer. A compelling offer is ten times more powerful than a convincing argument.  Let me give you…

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Quick Quiz: Can you tell the difference between a feature and a benefit?

Convincing your prospective customer to buy your floor or other product or services requires you to create the desire to buy in their mind. Often, salespeople list a litany of what THEY think are the most attractive reasons to buy their floor.  These tend to be FEATURES. Your Prospect is interested in what your flooring…

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How to reduce your about to expire sales bids

One of the biggest complaints we hear from owners is that salespeople let bids die. They get old, rot and smelly, like fruit left in the back of the fridge for 6 months. You see, commercial floor salespeople love fresh and shiny bids that provide new hope.  They don’t care to follow up on the…

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When you change the way you look at things

One important aspect about good pipeline management is to understand the age of the bids that are still undecided and in play. We all know, unlike that bottle of cabernet that you are savoring in your wine cellar, bids don’t get better with age. Consider this pipeline age report. (This is what we commonly see…

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Write a love letter to your prospects

How do you as a salesperson get in front of a new prospect when they have created shields to repel all callers/emailers/texters? When was the last time your prospect looked forward to opening their email?  It’s been taken over by tons of different subscriptions they forgot they (and are absolutely convinced they did not) sign…

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Episode #21 Companies don’t buy floors-people do

Want to sell more floors–then think about selling to individual people and not just companies as a whole

Plan Review

6 Tips for using Schedule of Values to increase cashflow

The Schedule of Values (SOV) can be your friend.  Creatively structured, it can significantly improve your cashflow. Firstly, it’s important for your salespeople to understand that it’s not all about gross profit (aka their commission) and that having your cash sooner means you, the owner, have to borrow less and your risk is mitigated. Once…

Biz Plan

Creating ownership of a realistic plan for 2021

We’ve been through many iterations of 2021 planning with several of our clients.  Given the environment has changed significantly, a more thoughtful approach to agreeing on the revenue and profitability goals is necessary. The old method was to get the salespeople together, evaluate what they did this year, and add a growth percentage.  Something like—hey…

sales interview

Ninja tricks on how to interview a sales candidate

Maybe your flooring rainmaker is getting ready to retire.  Or one or more of your existing salespeople has been on a steady decline.  Or the pandemic revealed that you don’t have salespeople at all.  You have professional bidders.  When the going got tough you realized your salespeople had forgotten how to use the phone to…


Ep #21: Companies don’t buy floors. People do

[smart_track_player url=”https://traffic.libsyn.com/secure/bizwealth/Podcast_21_-_71020_4.42_PM.mp3?dest-id=600899″]Apple PodcastsGoogle PodcastsPlayer EmbedShare Leave a ReviewListen in a New WindowDownloadSoundCloudStitcherSubscribe on AndroidSubscribe via RSSSpotify SUBSCRIBE HERE! Powered by the Simple Podcast Press Player We discuss “who is the customer?”  Salespeople don’t build relationships with general contractors.  They build them with people within those companies.  We explore ways to increase your sales effetiveness

Ep #20: Building Your Executive Presence

[smart_track_player url=”https://traffic.libsyn.com/secure/bizwealth/SBW020.mp3?dest-id=600899″]Apple PodcastsGoogle PodcastsPlayer EmbedShare Leave a ReviewListen in a New WindowDownloadSoundCloudStitcherSubscribe on AndroidSubscribe via RSSSpotify SUBSCRIBE HERE! Powered by the Simple Podcast Press Player As a business owner, you need to communicate with a level of authority. In this episode, Mick will explain what it means to have executive presence and share why it…