RANT > WHY THE HATE FOR FLAT RATE?
WARNING RANT ABOUT TO OCCUR!! Some techs get confused about what kind of page Service Excellence Training is in the social media spaces. Some techs think that because I love Techs, and this Field, and …
hvac techs
RANT AGAINST THE POVERTY MINDSET
The sun is bright and hard to look at. Yet, it shines a light unto everything. The truth is like the sun. I want to talk about the mindset of poverty. This weird hate against folks …
IT’S TIME TO LEARN A TRADE
“The average age of skilled tradesmen is 56 year old. Younger people are not entering the trades at a rate sufficient to replace retirements. As a result, 10 million new skilled workers …
TECH AND SALES PRO SUBMISSIONS – “why do you charge more?”
I went on Facebook and asked our readers to submit their best responses for the objection, “Why do you charge more than your competition?” Â RELATED: Â How to overcome “You’re …
THINK YOU CAN’T FIND GOOD TEAM MEMBERS?
Here at Service Excellence Training we talk to a lot of HVAC, Plumbing and Electrical contractors from all over the country. We learn about the issues they are facing and try to help them improve …
WINNING ON THE CALLBACK
Callbacks are dreaded. Techs don’t like them, CSRs are embarrassed by them, and managers hate the lost productivity. Yet, a callback is the most important call you will ever receive. A callback …
Donuts and Sales – training video
There is a donut truck in Austin that charges $8.50 for a donut. The crazy thing is, they are always busy and they always sell out. If you wait you lose! That should be the moto for Gordo’s …
Grow your sales with your current team
Do your techs have the ability to convert the calls they go on into Replacement Sales? Â Converting HVAC, Plumbing, and Electrical repairs into a replacement is a critical skill. Â This critical skill …
How incentives ruin performance
The wrong incentive program will ruin a service tech’s performance. Â Spiffs, Commissions, and Free vacations can create a dangerously short-sighted system that actually reduces overall results. …
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 …
Winning with the Asian culture
The Asian / Indian community has a reputation for being unreasonable price hagglers. Most service technicians will tell you that they can not win if they are sent to an Asian household. Is this true? …
Is highly trained, drug free, and felon free still the standard for employment?
The highly trained, drug free, and criminal background free employee has been the golden standard of the retail residential contractor for the last 20 years. But is this standard changing? Will the …
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 …
7 training program mistakes, and how to fix them
A classic mistake is to build a training program around the desires of the coach, not the needs of the techs. This happens daily in the hvac and plumbing world, and it is a mistake. The training …
How to Kick Start Your Tech’s Day to Success
Having a great start is important. It allows you to focus on taking care of yourself, and then others! A good start usually results in a great business day.
For me, a great start means a great …
