Breaking the Fear of Engagement
In Top Gun, Maverick represents the type of man we all want to be.  He is strong, handsome, wins at life, wins with the ladies, and flies a freaking fighter jet!  Right now I bet you are singing, …
sales training
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 …
How to win with an irate woman
You are going to have to work with irate women. It is part of the service business. You can’t make it through your career without coming face-to-face with at least one woman that wants to do …
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 …
How to stay off the nightly news
Sales leads are an essential component of an HVAC business. There is no denying that you need them, and can’t do business without leads. There is also no denying that poor lead setting …
6 keys that will transform your training sessions
Have you ever left a training session feeling like it was just wasted time? How about that one where you felt like you had just been through a BEAT DOWN session!? I remember walking away from …
1.4 to 2.6 million in 3 years – Why Steve’s Plumbing Uses the PRESS PLAY Training System
Steve’s Plumbing has been a model client. Â They have achieved an 89% growth rate since 2011. Â Steve is kind enough to share with us his thoughts on how Service Excellence Training has assisted …
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 …
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. Â (My average install is now over $14,000!) By using the hiring process …
4 Reasons Why Plumbers and Techs Hate Residential Service Agreements
Techs and plumbers hate residential service agreements. Owners and managers love residential service agreements. Disagreement over service agreements is common. Most of these disagreements are polite …
2 Guaranteed Ways to Boost your Residential Service Agreements
Service agreements are hugely valuable to your business. And most business owners are actively looking for ways to boost their service agreement numbers. Here are two easy ways to increase your …
How to Sell to the Defensive Homeowner
Within about 2 minutes the homeowner began to put up his defenses:
"I'll tell you right now, I do not want a new toilet. Just repair this one."
That type of statement sounds like one that has …
The Top 5 Posts of 2013
5,148 people visited ServExTra.com in 2014.
22,208 pages were viewed, with an average of 2:51 seconds per visit.
63,293 minutes; or 1,054 hours; or 132 working days in total the time …
$1.1 to $1.75 Million – The 2 Year Results Report on Royal Plumbing
Royal Plumbing has been part of our Accountability Program for the last 2 years. In that time, they have grown from 1.1 Million Dollars in Residential Plumbing to 1.75 Million.
There is no doubt …
Why Letting Go of Responsibility Will Grow Your Business
Many business owners have a very difficult time letting go of responsibility. I know I do.
This is in large part because of a desire to control a positive outcome for your clients. You want your …
How Positive Results Can Change Attitudes
WHAT IS GOING ON? WHY IS EVERYONE SO . . . POSITIVE?
So, at the end of the first day, I complimented the guys on their positive approach to class. I then asked the big question,
"Why are …
Royal Plumbing Breaks Through the Sales Barrier
Every company has a sales barrier. Few companies break through the barrier. In May, Royal Plumbing of Portland, Texas did just that.
ATP 003 – The Buyer’s Quadrant
The Buyer's Quadrant identifies how a person likes to buy goods and services.
In this podcast, we are going to explore the methods of selling client's the way the like to be sold. These are great …
Sales Training: Show Your Paperwork Early
Sales Training Quick Tip: Show your paperwork early. The paperwork is where the agreement is made final. Your clients are naturally intimidated by official looking forms and documents with names like …
Sales Training: Get the Time Commitment
Sales Training Quick Tip Get the time commitment. A time commitment is a must when it comes to replacement sales. If your average presentation takes 90 minutes, and the homeowner only …
Sales Training: Hire a Winner
Sales Training Quick Tip Hire a salesperson who has a history of earning your minimum commission mark. If you need your salesperson to sell $1,000,000 at an average 7% commission, then look for a …
Sales Training: Discover the Budget
Sales Training Quick Tip Discover the budget. Your client has a budget in mind when you walk in the door. Her perception on what your product should “cost” is either based off …
