HOW PRAYING CAN BOOST YOUR SALES PERFORMANCE
I was once giving a sales presentation for a new air conditioning system. At some point faith was brought into the conversation. I don’t remember how it occurred, but before any decision was made we …
Sales
How to get what you want
You want stuff, right? There are things that you don’t have today, but you really want to own them soon. It could be more money, more time, more freedom, more love, or more of whatever. The …
Sales Shaming
“You’re a salesman. You’re NOT a tech! I’m a tech. A real tech is never a salesman.” Sales shaming. It’s what happens to a tech …
4 Crucial Steps to Transforming Results
You have heard the saying, “if it were easy, everyone would be doing it”. But have you ever wondered, what is that person “doing”? How is he achieving exceptional results, consistently? If you are …
Sales is like Baseball
My nephew is only 16. He doesn’t know what he wants to do in life, but he knows he loves baseball. I recommended trying his hand at sales. Because baseball and sales are so similar. …
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 …
Make more money and get out of debt
This is the last part in the Debt to Financial Freedom post. You were with me in part 1 when I figured out the problem with debt. Then you were with me in part 2 when I unpacked the 7 keys to …
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 …
Why you should tell your clients you are on performance pay
You arrive at the client’s home. Immediately you hear: “You guys try to sell me something every time you come out. Are you guys on some sort of commission pay?” Instead of being ashamed or trying to …
What to do when your client says, “What if I die?”
One thing we all have in common with our clients is the undisputed fact that we are all going to die. (I hope I didn’t just give away any spoilers.) Most plumbing and hvac techs don’t have …
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? …
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 …
If I had given up after the first “NO” I wouldn’t be married!
True story! I have been married going on 16 years but it almost didn’t happen. There were major objections given and had I given up after the first no, or 3, we wouldn’t be together today. My wife, …
Your Technicians are Stealing!
Technicians probably don’t even know they are stealing. Some may know but don’t care. I’m going to share with you how a dirty service vehicle steals from your techs, clients, and the business. …
If you build it, they will become clients
Do you feel like you are doing everything you can to build value in your Company and in your solutions? Frustrated by the fact that you continue to lose sales? Are you getting blasted with price …
You must be crazy! I would never pay that much for…
Sometimes the price objection isn’t the real objection. Many times it’s a value objection! Let’s dive right in there. It can be frustrating when you are unable to close the client on …
What are the top 3 things keeping your team from achieving extraordinary results
What are the top 3 things keeping your team from achieving extraordinary Sales Results? Over the past 8 years I have been Blessed to do something that I love, for a living. I have worked with …
Why you choose Talent over Passion for a career choice
Do you choose Passion or Talent for a career choice? There is a movement in America that says, “You should follow your passion! You can be whatever you want to be.” It is that same movement that …
3 Attainable Traits of the Highest Producers
The best in the world all share some common traits. When you apply these same traits, you can get similar results. This is why Top Producers are studied so closely. At a recent international …
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 …
Ready, SET, PRESS Play
Ready, SET, PRESS Play on this tremendous opportunity. It is go time! We are officially searching for 1-2 Full Time Success Coaches/Trainers. Looking for Superstars willing to shoot for the stars! …
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 …
It’s Your Future! Own It!
Wow, that’s a lot of pressure isn’t it? We are starting with a statement that hits you right between the eyes. It makes you own your results. Succeed or Fail, it’s up to you. Man that’s a lot of …
