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This is what pushed me into more of a sales capacity. What I think is being missed is that the sales/estimators have more risk than the top climbers. At the end of the day, talent and risk get higher compensation. The climber has a steady gig with their talents and position. Everyday secure...

Never go to the grocery store hungry - don't quote that way either....

For B2B, I am a big believer in high if not 100% variable. In B2C I believe a high variable comp can breed poor sales behavior if unchecked.

I don't believe for a minute "most people despise salespeople". I buy that most people despise being ripped off or having time wasted. Any tradesman - carpenter, plumber, electrician, arborist, landscaper, ferrier, welder, etc that also quotes their own work is a salesman. I don't believe for...

I'll agree with you there. I will also highlight that "reading a person and talking to them at that level" is sales. In every case you have more chances to increase margins and add volume by interacting with customers but I'll agree that less time is needed on interpersonal relationships with...

Bullshitting with customers cuts into the bottom line, especially for those of you in a rush to commoditize yourselves. Kyle - you don't have to buy it for it to be true. People who buy are, in general, far less than forthcoming than people who sell. They justify it via stereotypes or by...

The " If you do this project cheap for me, I will get you all sorts of good paying jobs, because I know everybody.” Is an awesome chestnut. How about I do it for full price, you see value in my service, refer your good jobs, and I'll discount you in the future bucause I sure don't want your...

It is also worth noting that the more the sale is B to C, the less relationship based the sale and the more transactional the sale. The more transactional, the less chance of any relationship after the sale or any future sale, and the more chances of being lied to.

Any treeman or other tradesman who quotes their own work is a salesman. I've met tons and would say liars are rare. Buyers lie all the time Kyle. Let's start at hello. Say customer walks into a retail store or car lot. Salesman, "Is there anything in particular you are looking for?"...

Sales is awesome. It can make or break a job and a company's reputation. I sell non tree related stuff for a living. After 10+ years in the trees, I realized the biggest place for making margin and adding value wasn't in the tree, it was in selling the job and working with the customer. Plus...