PRESS PLAY for Sales Changed the Game for Garrett Lynn of Aire Serv Tyler!

Garrett Lynn of Aire Serv in Tyler Texas is having amazing success as a HVAC Sales Person.  He is attributing much of his recent success to the Training he received while at the PRESS PLAY for Sales Seminar in Austin, TX.  Garrett was so excited, he even sent in this wonderful testimony to share with all of you.

Success

Garrett Lynn’s Testimony for the PRESS PLAY for Sales Training Seminar

Garrett Lynn of Aire Serv Tyler gives testimony for HVAC Sales Training Class

Garrett Lynn of Aire Serv Tyler gives testimony for HVAC Sales Training Class

I have been in HVAC sales for a little under four years now, and at $700,000.00 in system replacements sold year to date. I received my initial sales training from Thomas Dougherty, and have since tried to stay in touch with him as much as possible. Thomas has always made a point to get back to me on all my questions, and has never led me in the wrong direction. When I heard he went to work with Todd Liles, I wanted to see what his new sales training course was about.

The mindset I had going into the training class was not to walk out a million dollar salesman over night, but to take away a few tools to use during my sales calls to help me get to my goal of a one million dollars in sales in one year.

The biggest tool I walked away from the course with, was how to approach and communicate with my customers. Up until this class I went through the exact same script, in the same order every time, at the same pace. PRESS PLAY changed my entire outlook on this and specifically changed how I communicate with different customers that have different communication styles.

The very first call I ran after coming home from the PRESS PLAY training course went about as smooth as it possibly could, with MUCH less effort than I normally would have put into the call. I went through all my steps of building the relationship and so forth, but changed one single question before starting my 12 plus question survey. Thomas and Todd said to ask “What about your current system do you really like and want to keep?” The customer looked straight at me and said “Garrett, I’ve had three other companies out here and you are the first to ask that. When I first bought this system in 1994 I got the top of the line equipment. All my rooms keep an even temperature, saved me money on my energy bill, and keeps us at 78 in the summer time and 70 in the winter. If I could change one thing about the system today though it would be to get a 10 year parts and labor warranty, and save a little more on my energy bill.”

This one, yet very powerful question, got the customer to tell me everything I needed to know and what direction to go from there. The only topic I had to ask leading questions on was in regards to his IAQ issues.

This call ended in a closed sale and cut my call time in half. PRESS PLAY is worth every single penny! No matter if you are a brand new sales person or have been in it for ten plus years, these guys know how to help you take off your blinders and looks at things from a new perspective.

- Garrett Lynn-Aire Serv Tyler, Texas

We are so thankful that Garrett and his team trusted us to get them to the next level.  We would love to do the same for you.  Our next PRESS Play seminar is being held on November 10-12 in Austin, Tx. Seats are limited and we are already at 80% of capacity in the Sales Series class! Only 3 seats left.

Interested in growing sales the right way using proven and ethical principles! Call Thomas Dougherty today at 512-922-0517 and reserve your seat! Results Guaranteed!

Episode 24 – How Google and Steve’s Plumbing Leads Their Team Members to Success

Google is an amazing company, and has some amazing strategies for growth.  The primary reason they have been able to grow is because they have a great culture of leadership.

#24 - The Service Contractor Radio Show

In this episode, we unpack the 8 Google Rules, and how you can apply their rules in your company.  We will also take a look at the 4 keys that Steve Egner uses to lead his plumbers in his plumbing company.

Play

Leading Your Team to Victory!

When visiting with owners of Plumbing, HVAC and Electrical Business’ the conversation tends to revolve around systems and strategies that will drive results. The focus is on vision, strategy, implementation and accountability.

Shootout Victory

The reality though is that those systems and strategies are useless without great people. As Business owners, you are not in the systems Business. You are in the PEOPLE Business! It takes GREAT people to deliver GREAT results!

So, if this is true, how do you get the most and the best out of your PEOPLE? Is it through effective Management or is the answer found in the power of GREAT Leadership?

Increased Closing Percentage and Average Ticket after Sales Training

After going to the last PRESS PLAY training my replacement close ratio went from 10% to 66%, and my tickets increased as well.  (My average install is now over $14,000!)

Mack Chambers and Family

By using the hiring process from Service Excellence we were able to find a good tech. After getting him trained at PRESS PLAY he now converts 50% of our replacement leads from his service calls!! (Before we were only getting a couple a month)

This has dramatically affected our marketing expense and our bottom line! Both in a good way!

One of the biggest factors has been the pricing guide we were able to develop with Todd’s help. This enables us to communicate better with our clients so they can make the right choice for themselves. Before we would just try to get the job done for the cheapest price. Now, homeowners are buying better systems and they are excited about it!

Thank you Todd!!

Mack Chambers – A & A Air

Maximizing Your Tech’s Training Experience In Your Absence

You have a service tech that deserves training.  He has proven himself to be diligent and responsive to in-house training.  Now you want to send him to the next Sales or Service Training Program.  However,  you can’t travel, and you are concerned about him getting the most out of the experience.  The last thing you want is to waste your money, or mess up what is already working for this tech.  Don’t worry!  I have 7 tips that will guarantee your tech gets the most out of the next training class.

Sending your techs away for training

Inspect What You Expect

This is the #1 tip that I have for you.  Inspect what you expect.  This idea will apply to all of the other tips. 

The first step to inspection is to Attend the Class Yourself.   The PRESS PLAY Training System is dramatically different than the training systems that many of my clients are accustomed to.  Our system is based on Principles, not Scripts.  Scripts are good, but they are not the focus.  Your script should come from your principles.

Because of this difference, we ask that the first person to attend be the owner or the manager.  If you know what is taught, you can more accurately inspect your expectations when the tech returns from the class.

Talk With The Instructor

A quick conversation with the instructor can prepare your tech, and your trainer, for the best experience.   We encourage an open conversation with all of our clients about the students they are sending.