Turn Unsold Estimates Into Booked Jobs
You quoted the job three weeks ago. It was a good call. Your tech ran the diagnostic, found the real issue, and presented the options the way he should. The homeowner looked at the numbers, nodded …
Sales
How to Stop Losing Customers to Competitors After the Job Is Done
You were driving across town when you saw it. A competitor’s truck, parked in a driveway you recognized. It took a second to place it… then it landed. That was one of yours. A good customer. …
When the Customer Thinks They’re the Expert — How Your Techs Can Take Back the Call
It happens every single day. Your tech walks into a home, and before they even set their bag down, the homeowner says it: “So, I asked ChatGPT, and I’m pretty sure it’s just the …
How to Close More HVAC and Plumbing Jobs by Following Up on Unsold Estimates
You quoted the job three weeks ago. It was a good call. Your tech ran the diagnostic, found the real issue, and presented the options the way he should. The homeowner looked at the numbers, nodded …
The 4 Most Important Skills For Success In Sales
When a technician feels confident is his ability to listen, ask questions, close, and communicate then he will be able to provide service excellence as well as jumpstart his success in sales.
Overcoming Common Sales Obstacles
Learning to overcome obstacles within the sales process is a key component to success inside of every independent contracting company.
7 Ways A CSR Can Be More Successful
Customer service representatives (CSRs) are the true front-line of any service company. For a Tech or Sales pro to even reach the front door, it takes a CSR to first book the call. So, it’s important …
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 …
Breaking Down the 4 Most Important Technician Skills
There are four main areas of importance to every service technician and sales technician working in the independent contracting industries of HVAC, plumbing, and electrical. Each of these skill sets …
How To Convert More Leads By Asking The Right Questions
When effective qualify skills are utilized during technician -client interaction with prospective clients, then it allows technicians and CSRs to successfully meet needs and uncover wants.
5 Steps to Successfully Launching a New Product
Introducing new products to your business can really boost profits. New product launches can also cost you a ton of money! Why? Because new product launches can distract your people from the core of …
Boost Tankless Water Heater Sales
Plumbers can struggle with selling a tankless water heater over the cheaper and more familiar tanked water heater. Yet, tankless water heaters are great! And with a few changes in the plumbers’ …
Cheap Internet Prices
Today Todd Liles discusses cheap internet prices consumers are finding online. As well as super low advertised prices. As a value-based service provider, this creates a huge challenge. It creates …
Breaking the Budget Barrier: A Video from Todd Liles
Check out this video from Todd Liles on the topic of, Breaking the Budget Barrier. He shares 3 keys to breaking the budget, defines the thought differences between a “Repair VS Replace” lead and …
Jack Arnold Update 4
In this podcast, we’re connecting again with Jack Arnold, owner of Arnold Electric Services in Chicago, Illinois. Jack has been working with Service Excellence Training since December 2017. We’ve done …
Resources to Start Winning Again When the World Is Against You
John quickly walked to his truck. He cut through the grass instead of using the drive. His sales binder was under his left arm and with his right hand, he fumbled for his keys. As he pulled the keys …
Producing BIG Add-ons Without Selling
The add-on sale produces a mixed set of feelings. If you view this through the technician or the homeowners mind, then you’ll understand why. Most technicians think they are there to fix the problem …
Do Credit Checks Cause Damage?
[fusion_builder_container hundred_percent=”no” hundred_percent_height=”no” hundred_percent_height_scroll=”no” …
3 Steps to End The Seasonal Slump
Summer is an awesome time for the residential contractor. Everything about it creates momentum. The sun is out early. The heat energizes your body, and puts your clients in a good mood. In …
Should I Train Him, or Replace Him?
Answering the questions of a concerned business owner: Today’s post is in response to an emailed question from a fan of our content. He is a concerned business owner, and the essence of his question …
3 Awesome Ways a Checklist Brings More Sales
If you aren’t using a “stoplight” checklist on every call, you’re compromising your customer’s comfort, health, safety, and efficiency. You are also leaving a significant …
What kind of worker are you?
I was recently in Belize on a family vacation. I had this strange epiphany while there. That is that there are basically two types of workers. Those who are grinders and those who fill a seat. As CSRs …
3 Strategies to Handle a Price Shopper
We have all had those calls. The first thing the caller asks is “how much is your service call?” or “how much is a water heater?” Many CSRs do not know how to handle those calls or what to say to turn …
Are hand-written letters a thing of the past?
When was the last time you received a hand-written note? How did it make you feel? I know when someone takes the time to send me a hand-written letter or card it makes me feel good. How about when …
