6 Ways To Prevent Side Jobs
Side jobs are the little secrets of service techs and plumbers. Business owners hate them, and many techs depend on them for extra income. There are reasons why techs do side jobs. Those reasons …
plumbers
The “I Want To Think About It” Sales Objection
When your client tells you, “I want to think about it,” what is really being said? Are they really going to contemplate your offer and then agree to meet again for the follow-up? Or are they objecting …
I Need To Get 3 Bids
If you’re a service tech or a salesperson, then you’ve heard the dreaded, “I need to get 3 bids” sales objection. What you may not know is just how awesome this is for you! No, I’m not kidding. The “I …
6 Keys to Low Pressure Selling
“No pressure selling” has become a buzz phrase for trainers, but at Service Excellence, we think a little differently. There’s no such thing as “no pressure selling.” There may be “no pressure …
Maintaining the Ethics of Commission-Based Service Techs
As sales trainers and business consultants, paying commissions is one of our first suggestions when discussing pay structure. Paying commissions is a very natural way to keep plumbers and HVAC …
You’re Too Expensive
In the home services industry, we perform important work for our customers. Whether it’s HVAC, plumbing, electrical or others, our skills keep homes running smoothly all year round. BUT that doesn’t …
I Can’t Afford That!
In the home services industry, Service Excellence Training performs important work for our customers. Whether it’s HVAC, plumbing, electrical or others, our trade skills keep homes running smoothly …
4 Keys To Winning The “I need to talk to my spouse” Sales Objection
The “I need to talk to my spouse” response is near the top of the list of tough objections salespeople and technicians face in the field. This is such a tough sales objection because the salesperson …
HOW TO PRESENT FLAT RATE
Flat rate is the preferred method of the residential service company. The advantages of flat rate over time and material are many. Clients prefer the flat rate system, and well trained technicians do …
STAY OFF THE ROOF PLUMBERS
Plumbers are not roofers. When a plumber gets on a roof, he is taking a very serious risk. Chris Elmore highlighted how one roofing incident cost over $120,000 in this post: Worth It? I put together a …
WHY THE ANT WILL ALWAYS WIN (video)
The ant will not die. It refuses. The ant has the one thing that guarantees success. Do you?
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 …
GAMIFY RESULTS, DON’T SELL THE MAN IN THE MIRROR
Kerry Webb and Toby Brodie are two of our new success coaches. We are in the office working on a new class. (Working title “The Business Series.) DISCOVER OUR CLASSES HERE Since I had them …
4 KEYS TO A GREAT RIDE-ALONG PROGRAM FOR YOUR TECHS
Think about your client for a second. She is expecting one team member to show up to correct a problem. To her surprise however, two people exit the vehicle (because it’s a …
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?” RELATED: 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 …
THE TEFLON TAPE CLOSE
As a professional plumber, you need closing tools that work for you. So what I’m going to show you today is the Teflon Tape Close. It’s a great way to utilize what you have already right now in your …
My #1 Rule for the Christmas Objection
Christmas is fast on its way, and that means one thing for the Service Tech – CHRISTMAS OBJECTIONS! Smart managers are addressing this concern early, and seeking resources to help their …
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 …
The Easy Choice Close
Mack Chambers just finished a $42,000 week as a selling technician. October is a traditional slow month in his market. So, this is huge for him! When visiting with him, I asked “What was one …
Grow your sales with your current team
Do your techs have the ability to convert the calls they go on into Replacement Sales? Converting HVAC, Plumbing, and Electrical repairs into a replacement is a critical skill. This critical skill …
How incentives ruin performance
The wrong incentive program will ruin a service tech’s performance. Spiffs, Commissions, and Free vacations can create a dangerously short-sighted system that actually reduces overall results. …
To beard, or not to beard
The residential flat rate contractor has been told for years that, “facial hair should not be allowed in your company.” There have been a variety of reasons cited as to why techs, in-home …
