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Author: James Graening

James Graening is a well-known trainer with JamesGraening.com and has worked with dozens of contractors in the U.S. and Canada.

Getting to the Financial Decision Makers in Commercial Service Sales

James Graening shares techniques for getting to the financial decision makers.

Commercial Service Sales: Discovering The Needs, Hurts, & Objectives

Every successful sales person knows the power of great questions! When a thorough and comprehensive sales process and direct marketing […]

Questioning, Listening to Close the Sale

James Graening shares tips for closing more commercial sales.

Commercial Service Sales Presenting Recommendations

James Graening shares tips for presenting recommendations in his latest article

Confirm, Verify, & Negotiate the Sale

Question: want to avoid price only discussions while selling planned maintenance? Answer: utilize the most important step in any sales […]

The Building Assessment: Survey & Financial Analysis

Would you like to differentiate your commercial service business by being more thorough, collecting key financial information, and positioning your […]

Commercial Service Sales: The First Meeting Qualification

The key to successful commercial sales is asking qualifying questions. James Graening explains how to develop strong qualifying questions for your meetings.

The Commercial Direct Marketing Approach

Using a target direct marketing approach to sell commercial service is extremely important to your success. James Graening explains.

The Proven, Comprehensive Sales Process

Having a comprehensive sales process in place will help you close more sales and boost your bottom line.

Developing a Customer-Focused Relationship through Questioning & Listening

If you want to have a good relationship with your clients, you need to ask pertinent questions then actually listen to what they are telling you.

Building Performance Qualifying & Positioning

Using a proven step-by-process will make building performance services to commercial building owners and operators easier. Here are tips to make it work.

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