Here's What Success Looks Like

We've rounded up a selection of shining success stories in this month's Be Great newsletter and invite you to celebrate the positive impact happening in the Nexstar universe. It's only February and the work underway to elevate our home services industry continues to evolve, inspire, and grow...thanks to you! And, don't sell yourself short. Keep reading to catch a best-kept success tip from our Nexstar Network Sales Coach Jerome D. Johnson .

Employee Ownership Option Offered at All Comfort Services

As All Comfort Services celebrated 50 years of service to its Madison, WI community, owner Larry Davies surprised his employees with a remarkable announcement. Read more about Larry's decision to sell 100% of his ownership in the company to his employees.

Good Neighbors In Our Midst

Ted Fox and his team have become known as the go-to good neighbor in their Vernon, B.C. community by sponsoring a wrap-a-van-for-a-cause contest. The area Chamber recognized Fox PHCE with this post celebrating the "paws-itive" impact they are fostering in Vernon.

We're very inspired this week to see Adrian Stephenson and his AnyDay Heating & Cooling team stepping up to support their local community through an impactful giving campaign called Daily Soles. Let's follow their lead, shall we?

Tune-In And Turn it Up: Power Women of the Trades

Time to turn-up the volume, Nexstar! Recently launched Power Women of the Trades Podcast is created and produced by Nexstar's own dynamic member duo: Leslie Harpole of Champion Plumbing and Cassie Pound of Quality Heating, Cooling, Plumbing & Electric .

Learn more about upcoming podcasts, sponsorship, swag, and how to get involved here. Leslie and Cassie were also featured in this article by Nicole Krawcke of PM Magazine .

Twice as Nice: Congratulations to Two of the Best

Bravo to two Nexstar members for topping the 2022 Best Contractors to Work For listing as chosen by ACHR NEWS . Both Roscoe Brown, Inc. and Thomas & Galbraith Heating, Cooling & Plumbing - Cincinnati were among the top eight companies featured in the trade pub's extensive feature.

Sales Success Starts Here: The Importance of Nonverbals

by Jerome D. Johnson , Nexstar Network Sales Coach

Words are important, right? Well… yes and no. According to a study performed by Albert Mehrabian, a researcher of body language, words only make up 7% of effective communication! Your tone makes up 38%, bringing the total to 45%. But what could the other 55% possibly be?

You guessed it: body language! That’s right, 55% of effective communication is nonverbal.

I’ve worked in sales for much of my career, and I’ve always appreciated this quote by author Peter Drucker: “The most important thing in communication is hearing what isn’t being said.”

When I was a young sales manager at a car dealership, a customer named Mary came in. The engine in her old car had died, and she was very upset that she had to look at a new car. She truly didn't want to be at the dealership, but I greeted her at the door with a warm smile and put her at ease. She ended up buying a car that day. In her review of her experience, she said that my smile made her feel like she was in the right place. Because it was genuine and sincere, she felt welcome.

A friendly, genuine smile offered to a customer is about the easiest thing a salesperson can do, but you’d be surprised how many salespeople forget, or don’t think this kind of nonverbal communication is important. Obviously, an insincere smile isn’t going to put a customer at ease, but a kind smile that says, “I'm interested in you, and I'm here to help you”? That can be the difference between a good day and a bad day for someone. It can also be an unconscious deciding factor for a customer about whether or not to buy from you.

Want to know more, Nexstar Members? Our valuable Sales Management Workshop is coming up April 5-7, 2023. Join me and my Nexstar co-Sales Coach Chris Hondl to learn how to help your sales management team grow. This 3-day workshop will create a company-specific business plan for your sales management department, and help you achieve your sales revenue goals. Visit our member website for registration details!

Thank you for being a part of our Be Great community here on LinkedIn! See you in next month.