What to do when your client says, “What if I die?”
One thing we all have in common with our clients is the undisputed fact that we are all going to die. (I hope I didn’t just give away any spoilers.) Most plumbing and hvac techs don’t have …
Sales
6 power tools every service tech should own
I remember my first trip to buy my service tools. It was awesome! Mike Bellissimo (my boss) walked me into the supply house and said, “Todd’o my boy, you’re not a tech if you …
The Hedgehog sales close
While in college, I worked at a pet store. One of my favorite sales closes involved a hedgehog. This same close I’m going to show you could be used for your HVAC, Plumbing, or Electrical …
If I had given up after the first “NO” I wouldn’t be married!
True story! I have been married going on 16 years but it almost didn’t happen. There were major objections given and had I given up after the first no, or 3, we wouldn’t be together today. My wife, …
How to use emotions to get a “Yes”
If you are not using emotions in your sales presentation, then you are probably not getting the “Yes.” This short video explains the 6 emotions, and how they control the actions of …
How to use financing to boost add-on sales
One of my favorite things about living in Texas are the taco stands. Every Texan has their favorite taco stand. Mine is El Roble in Kyle, TX, and not just for the tacos. The sales lessons are great …
If you build it, they will become clients
Do you feel like you are doing everything you can to build value in your Company and in your solutions? Frustrated by the fact that you continue to lose sales? Are you getting blasted with price …
You must be crazy! I would never pay that much for…
Sometimes the price objection isn’t the real objection. Many times it’s a value objection! Let’s dive right in there. It can be frustrating when you are unable to close the client on …
What are the top 3 things keeping your team from achieving extraordinary results
What are the top 3 things keeping your team from achieving extraordinary Sales Results? Over the past 8 years I have been Blessed to do something that I love, for a living. I have worked with …
Sales lessons from a failed Interview with Robert Downey Jr.
All the world loves a celebrity melt down. So, it is no surprise that the recent video of Robert Downey Jr. walking off set has gone viral. This “meltdown” occurred during an interview about the new …
Who will take a risk with you?
Business owners understand the importance of taking a risk. A risk is a chance. A chance to do something different. A chance to grow your company. A chance to become a legend! …
3 Attainable Traits of the Highest Producers
The best in the world all share some common traits. When you apply these same traits, you can get similar results. This is why Top Producers are studied so closely. At a recent international …
The 7 Sales Lessons of Dori
I often use movie clips and references in my Sales Training sessions. A movie clip can draw you into the scene, and quickly communicate a message. One of my favorite Sales Movies is …
Why did the client lose interest? – submitted question
Have you ever had a client that seemed highly interested, until the price came out? That happened recently to reader and HVAC Technician Fred Myers. He submitted the following question: I …
3 steps to higher average tickets and better sex
I struggled for a moment whether or not to write this blog. “Will the reader think I’m being vulgar? Will the reader look past the attention catching headline, and move into the message?” I have …
5 critical sales lessons learned by keeping your word
Sales lessons are learned in many ways. Sometimes they come at a cost, sometimes they are free. On Monday, I had the opportunity to fill our sales training class that starts November …
It’s Your Future! Own It!
Wow, that’s a lot of pressure isn’t it? We are starting with a statement that hits you right between the eyes. It makes you own your results. Succeed or Fail, it’s up to you. Man that’s a lot of …
11 Things to Know About Commission Based Pay for Service Techs
Commission based pay, also know as performance pay, has a mixed reputation. There are a lot of misconceptions, and downright lies being told about commission based service techs and companies. In …
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 …
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!) By using the hiring process …
Exposing the Myth of Average Ticket
“What is your average ticket?” Get a group of techs, plumbers, salespeople, or business owners in a room and the question is going to come up. Everyone wants to talk about the average ticket of …
Get More of the Leads You are Already Paying For!
Many years ago before starting my own contracting business I was hired on as the sales and marketing manager for a 30 year old contracting company. At the time they had more leads coming in than they …
Training Tip for Plumbers and Techs: The 60 Second Commercial
This is a great training tip for any business that is looking to boost participation form their Plumbers or Techs. Have your team create a 60 Second Radio Commerical. Paint the picture as …
What is SEO and PPC Marketing?
The S.E.O. and P.P.C. Marketing Campaign Explained This video explains the difference between SEO (Search Engine Optimization) and PPC (Pay Per Click). What is the difference and which one works best …
