Columnists: Murphy

What contractors should know about fear, doubt 

Dec 1, 2011, By Randall Murphy SALES TRAINER/CONSULTANT

The reason why so many contractors aren’t reaching their financial goals, or worse, going out of business, is because sales training is the most undertrained skill in the industry. Why is this so? Most contractors fear it like the plague. They believe it will turn their team of caring and trusted professionals into a band of thieves. ...

Increasing your service maintenance agreement sales 

Sep 1, 2011, By Randall Murphy SALES TRAINER/CONSULTANT

If you think about it, when customers purchase maintenance agreements, they're essentially paying you money every month to come back and sell them something else. ...

Increasing your service maintenance agreement sales 

Jul 1, 2011, By Randall Murphy SALES TRAINER/CONSULTANT

Service maintenance agreement sales … you gotta love them! Lots and lots of agreement sales. If you think about it, when customers purchase maintenance agreements, they’re essentially paying you money every month to come back and sell them something else. ...

Stop calling employees salespeople 

Aug 9, 2010, BY RANDALL MURPHY SALES TRAINER/CONSULTANT

What do most people do when they hear the word salesman? Run is probably the initial jerk reaction and that's probably followed with hide. The word "salesman" has earned the ill-fated reputation of being someone who can't, or shouldn't, be trusted. Never trust the fast-talking salesman....

Five keys to higher profits 

Mar 1, 2010, BY RANDALL MURPHY SALES TRAINER/CONSULTANT

Contractor Dan invested in expensive, graphic-wrapped vehicles and a state-of-the-art warehousing system with a stockpile of all the major brands. He also invested vast amounts of time, money and energy in his Yellow Page ads and Web site. ...

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