ABOUT THE BOOK

What Should We Do? captures the essence of Joe Crisera’s Pure Motive Service system, which thousands of his clients have used to increase sales and customer satisfaction, as well as to shift their mindsets so they could go from just scraping by to unlimited prosperity.

Pure Motive Service is a sales system that puts clients first by making them aware of all the possible benefits they could receive from a service professional and then skillfully assisting them in selling themselves on the solution that is right for them. It is a principle-centered system that, when implemented correctly, can achieve:

• Better customer connections
• More customized solutions
• Higher revenue and ticket averages
• Higher closing rates
• Fewer callbacks

At the center of Joe’s system are a series of specific actions that help service industry professionals create meaningful connections with their clients and provide those clients with a series of options that will allow them to choose exactly what is right for them so they will stay customers for life.

ABOUT THE AUTHOR

With 40 years of experience in the small service business and consulting industry, Joe is a seasoned service expert.

However, Joe Crisara was once a home service contractor with a failing business. Deeply in debt, he had zero sales skills, and he undercharged everyone for everything. He assumed the only way to create higher value was to do the same service everyone else did for a lower price. But when things looked most bleak, Joe had an aha! moment. 

Not only did it change his life – it skyrocketed his business. Since then, Joe and Julie, his wife and business partner, have helped thousands of contractors achieve three to five times greater revenue by implementing his transformative “Pure Motive Service” system. Joe’s down-to-earth style and direct approach are based on having personally overcome the same pains, troubles, and struggles that contractors face – all of which are still very real to him. From start-ups to Fortune 1000 companies, scores of owners, managers, technicians, and sales professionals in HVAC, plumbing, and electrical contracting businesses utilize his principles of persuasion, selling, presentation, and closing. 

Today, “Uncle Joe” is America’s Service Sales Coach, a worldwide sales educator, entrepreneur, and author who helps blue-collar workers live the life they always imagined. His passion and genuine desire to help are evident on live coaching calls, through in-person workshops, or via multimedia resources. What Should We Do? is Joe’s third book, the definitive guide on repackaging, differentiating, and selling services at a higher perceived quality and for more money than anyone in the market. Joe is also the author of Whisper Sales Management and The Sales Object-o-Matic. Joe and Julie have one son, Wyatt. When they’re not coaching, they enjoy traveling as a family, attending Broadway musicals, fine dining, and taking long walks.

TALKING POINTS

• Ethical Sales Strategies: Find out how “Uncle Joe” broke free from the cycle of low revenue and frustrated customers by adopting an ethical sales approach that prioritizes customer satisfaction, higher-value solutions, and long-term relationships.
• Standing Out in a Crowded Market: Differentiate your business in a competitive market without sacrificing profits by offering six custom solutions that diagnose a customer’s entire system, not just the problem.
• Empowering Change: Implement a step-by-step, boots-on-the-ground sales approach tailored specifically for home service sales contractors to thrive in their industries.
• Practical Tools and Dialogues: Gain access to practical tools, sample dialogues, and downloadable resources that equip you with the confidence and skills to navigate any sales situation successfully, ensuring positive customer interactions and 3-5x higher profit.
• Maximizing Profitability with Integrity: Operate with integrity to grow profits and increase value for your business, aligning your sales strategies with ethical principles for sustainable success.