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Articles by Dane Gregory

Is Training Important?

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

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

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

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

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

"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

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

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

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

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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