Far too often I hear sales reps get shut down on this objection. They feel like they’re intruding or being combative if the customer already has someone else doing that service. DON’T LET THAT STOP YOU! There are sooooooooooooo many why they would switch to you. You just need to feel out the conversation to find the reason. They will almost never spit it out in plain terms. Ask probing questions Agree with the positive points Take mental notes where the customer seems like they want better from their current company Then highlight those in your conversation as bonuses for using you.

I was at a conference today and I heard a metric that I haven’t heard before. I’m sure you’ve heard of measuring dollars per route or route value per day. Even breaking that down to route value per hour. But what about route value per working hour meaning the time a technician is clocked in to a revenue producing job. So you cut out all of their travel time and only do the math on the revenue that was produced when they were doing fulfillment work on sales. These are your true billable hours. I’m curious if you think your number is: $30-$50 per hour $50-$80 per hour $80-$110 per hour $110+ per hour Before you go do the math, take a wild guess. How much do you think you are producing per billable hour? Put it in the comments

Just for fun. Post your wildest story of something that happened on the job in the comments. Here’s one of mine. I killed a rat with a lady’s prosthetic leg! 🦿It was like a scene out of The Little Mermaid when the chef is chasing the crab 🦀 in the kitchen. I was setting traps and a rat ran out and I was chasing him all Over the room and I finally had him cornered but that was the only thing I could reach. So I asked the lady if I could use it and she said “whack away!” So I did! 🤣

Let’s say someone already pays for the service you provide but they pay less than you charge. Here’s how to make that sale

I was doing some math sitting on the side of my bathtub 🛀 like I frequently do. And I decided, I want to increase my profit by 5%. So I started brainstorming things I could do to get there. Here are some ideas. Which ones do you think will work? Please add to my list! Some changes I could make the ad up to 5% Decrease my gasoline spend by 5% Increase technician efficiency to do 5% more stops Spend 5% less on chemicals, materials, and PPE Reduce payroll by 5% hire cheaper labor Reduce commissions by 5% Reduce sales incentives by 5% increase the number of sales opportunities by 5% Reduce Lead cost by 5% increase sales conversions by 5% reduce meetings by 5% Increase referrals by 5% Reduce overtime by 5% Reduce the cost to wrap Our trucks by 5% Let me know what you think!