The True Cost of an Un-Booked Call
One of the most important metrics of performance is True Call Booking Percentage. This tells how effective a CSR is at converting a call into a sale. Although many companies do not track this metric, …
Sales
7 Toxic Behaviors Killing Your Bottom Line
Imagine going to work each day dreading an encounter with that one co-worker who makes everything miserable. There are many faces a toxic employee can take, and they can be found in every position. …
Eliminating Fear for CSRs
CSRs this one is for you! Have you ever been asked to do something that scares you? For example, outbound calling, rescheduling a client, talking about price, offering an add on, overcoming an …
3 Steps to Successfully Launching a Performance Based Team Member
I was so close to being fired, that I could barely eat the burrito in front of me. I was a Performance-Based Team Member of an HVAC company, and I sucked. My “suckiness” was caused because …
Dispatcher FLU Is Decreasing Profits
As I am sitting here with flu like symptoms it reminds me of having the FLU as a dispatcher. Now I am sure you are asking yourself what does sniffling, aches, and fever have to do with dispatching. I …
The 3 Reasons CSRs are Losing Calls
CSRs work hard. They handle a multitude of different call types. They never know who or what is going to be on the other line. I spent several years as a CSR and I know that no two calls are ever the …
Defining the CSR Key Result Areas
As a business owner, manager, CSR, or Dispatcher you know what Key Results Areas are. You track them often, at least for your producers in the field. My question is, do you track them for your …
How CSRs Can Boost Top-line Revenue
When I talk to contractors I typically hear the same things. “Brandy I can’t get my phone to ring more often and more steadily.” “I need to find new avenues to get new business.” “I am …
10 Great Sales and Closing Lessons to Boost Your Results
Chris Loudermilk and Chris Elmore bring you 10 Great Sales and Closing Lessons. From the Holiday Objection “I will call you back after Christmas”, to “I did not budget for this and I have to buy …
Selling Water Heater Tune-ups and Whole House Panel Protection
Do you want to sell more add-ons on your routine service and maintenance calls? Most HVAC Techs, Plumbers, and Electricians would say “Yes!” Chris Loudermilk was in our Austin office, and …
3 Powerful Keys to Making More Money with Options
People like options. Options represent the power of choice. That’s why options work so well in boosting average tickets. Presenting options to homeowners is easy. When you know how to do it …
3 WAYS TO TAKE CARE OF YOUR INSTALLERS THIS SUMMER
Installers are important. They install the highest dollar and highest profitable items that your company sells. Yet, installers can be some of the most under-appreciated people in a Service / …
DISPATCHING FOR MILLENNIALS
If you attempt to dispatch a Millennial for your profits, then you will have trouble on your hands. Millennials don’t value profits over a happy personal life. This creates a challenge for the …
INTERVIEW: Alan O’Neill – 40 Years and $100 Million in Service
Alan O’Neill started as a plumber in Ireland 40 years ago. Today, Alan has over $100 Million in combined Plumbing, Air Conditioning, and Electrical Services. Alan was kind enough to give me an …
SCHEDULED SERVICE – a story and a sales lesson
I had a terrible experience with a local company. Hill Country Outdoor Power in Austin, TX. It involved a rider mower, missed promises, and bad customer service. Why We Bought In The First Place: The …
VIDEO: Make sure you are selling benefits
I witnessed a well meaning sales trainer give ok advice. Not the worst advice, but not the best either. This advice could cost them a client. Because, she didn’t …
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 …
MY TOP 10 BLOG POSTS FROM 2016
Like most of my readers, I take the time to review the things that worked. Part of that review is to determine the Top 10 Post of 2016, and share the results with you. I’m often asked why …
PREPARE LIKE A VOLUNTEER TO WIN LIKE A CHAMPION
Every year we hold a Christmas play at our church. This is a large production with amateurs and professionals. The show also includes actors whose talents can be seen on stage and tv, musicians, …
HOW TO USE A SCOREBOARD TO PUSH RESULTS
Scoreboards have a very powerful psychological effect. This video discusses how to use scoreboards to drive results for your hvac service techs, plumbers, electricians, and salespeople. I want to know …
HE SOLD $18,867 ON HIS FIRST CALL!
Jake left the Sales Series, and immediately closed his first sales call for $18,867! We are super happy for Jake. He is going to be an absolute super star, and this is going to be life changing for …
CAN YOU BE SOLD?
Can you be “sold”? For your own sake, I hope that you can be. Now hang on a second before you get mad. Hear me out, because I know most people don’t like the idea of “being sold.” Before you say that …
LIVE VIDEO: PRESENTING OPTIONS, SERVICE AGREEMENTS, AND LEADS
In this Live Video I cover the following topics:
INCREASE YOUR SALES WITH SIMPLICITY
If you want to kill your sales, then become a know-it-all. Being too smart will cost you a lot of money. Simplicity is the key to sales success. In the training world, there is a trend. It goes like …
