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Articles by Dane Gregory

Is Training Important?

Dane Gregory
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Instead of a "one and done" effort, training should be approached as an ongoing task.
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Networking Yourself

Dane Gregory
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In today''s cleaning marketplace, it has never been more accurate that who you know matters more than what you know. How many of our companies actually seek out other professionals
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Sales Objections

Dane Gregory
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While many of us think of objections as rejections, they can be used to our advantage in the selling process when we actively seek them out. Objections can be a
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Knowing What You Are Selling

Dane Gregory
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Product knowledge is paramount in the service industry. However, knowledge of customer needs should also be completely understood to accomplish closing the targeted prospect. Oftentimes, our selling process places priority
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Would You Hire Your Company? Part Four

Dane Gregory
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In the sequential order of events to make sales possible, you must ensure that the process of how the sale actually happens is placed firmly in your mind. To review
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Green is easier said than done

Dane Gregory
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"It''s not easy being green," once remarked Kermit the Frog. Sorry to borrow a line from Kermit, but it seems appropriate for this discussion and relevant to what the cleaning
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These are the best of times, the worst of times

Dane Gregory
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To many, the headline of this month''s column rings true. It depends on your perspective; how much are you affected by things you cannot control? The economy is hitting record
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Four Maintenance Stages

Dane Gregory
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Most people do not give maintenance a thought, while maintenance professionals think of nothing else but maintenance. These facts are part of our frustration with selling maintenance programs. Top Of
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Stimulus packages for all

Dane Gregory
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According to Encarta Dictionary, the word "stimulus" is a noun denoting incentive. Stimulus is something that encourages an activity or a process to begin, increase or develop. Well that just
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The Next Level

Dane Gregory
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Recently, during a training session with custodial technicians, I was astounded at the lack of understanding by the students on how businesses work. They could not comprehend that the business
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