“I can’t complain but sometimes I still do…”

… Life’s been good to me so far.

Joe Walsh.

I saw Joe Walsh in concert many years ago at the Dutchess County Civic Center in Poughkeepsie, New York.  My old stomping grounds.

I don’t remember much except that he sang Desperado while sucking on a helium balloon.

We all love to complain, don’t we?

In the winter we complain that the phone’s not ringing.

In the summer we complain that there’s not enough time in the day to get everything done.

We complain about the penny-pinching clients we seem to attract.

We complain our about competitors who undercut our prices… or we complain about the other competitors who – somehow – get away with charging a lot more than we seem to be able to charge.

People tell me I’m a pretty upbeat guy, but I get caught in the complaint vortex from time to time.

When you catch yourself, it’s important to get out of the spiral as quickly as possible.

A popular song way back went like this…

You’ve got to accentuate the positive,

Eliminate the negative,

Latch on to the affirmative,

But don’t mess with mister in-between.

Lots of artists have recorded that song, from Bing Crosby to Aretha Franklin.

It’s good advice.  Find it on YouTube and listen to it until you’ve got the tune.  Then, when you’re in a complaining mood, just sing it to yourself a few times.

You might be thinking, “This is stupid… I’m never going to do that!”

Very simply, you should do it because it will help your business.

You’ll sell more.

You’ll make more money.

You’ll be happier.

It is said that 90% of communication is non-verbal.

No matter what comes out of your mouth in a prospect or client meeting, if you’re feeling beat down, it’ll come through loud and clear.

And who wants to work with someone who’s a downer?

No one.

There’s a strategy that I teach all of my clients, and that’s to put together a list of five to ten reasons why a prospect should hire you instead of any of your competitors.

You should do the same.

Then, when you’re about to go into a sales meeting, look at the list and remind yourself why you’re the best option for that prospect.

It’s an old salesman’s trick, I’ll grant you, but the fact is… it works!

I’m convinced that you’re halfway to making the sale when you radiate confidence.

Prospects need to have confidence that you’re going to do the job right, don’t they?

Well, if you’re wishy washy and down-trodden, they’re not going to have a lot of confidence to make a buying decision.

So, as silly as it sounds, these sorts of games you play with yourself can have a huge impact.

If you disregard my advice, please don’t complain to me about your low closing ratio…

But, since I know sometimes you’ll still complain…

… I’d rather hear complaints about having too much work.

Categories: Sales Growth, Successful Contractor Sales Methods
Written by Bernie Heer

Bernie is the creator of the Construction Profit Zone System.
You can follow him at Google+

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