Blog Posts - Page 13 of 16 - The Daviston Group

How To Increase Service Sales In Your HVAC Department

    How we sold a $1,000 filter on a service agreement fulfillment  Tom said he never brought it up in the past because he ASSUMED the client would not be interested.  How many of these opportunities are in your business?  I tell you these opportunities are everywhere. Yesterday, I was riding with Tom, a […]

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Free Online Webinar for Technicians and Plumbers

How To Execute a Service Call  Six Power Steps to Improve Your Plumbers and Technicians Results   about a half hour free class  and we move fast ! I use to have to knock on doors and talk people into letting me into their homes but a few years ago I had a contractor ask me […]

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How To Generate HVAC Leads

The best source for generating HVAC leads is your service technicians, but only if they ask the right questions. Customers and clients are willing to consider replacing their HVAC system if you just ask.  Often, a technician will repair a system and collect the money when an HVAC lead could be generated and a replacement […]

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Free Business Summit

Get my Undivided Attention FREE for 18 Minutes (and the attention of HR, Sales, Marketing, Profitability, Life, leadership and other experts – FREE) Ask us any question you want – FREE How would you like to get the undivided attention of small business experts in HR, profitability, sales, marketing, venture capital, leadership, coaching, building an on […]

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The Power of Pain

The Power of Pain  People are are motivated to move away from things that they don’t want and move toward things that they do want.  Usually in the service business our solution will move them away from something that is unpleasant.  David Sandler taught us to call this unpleasant something pain.  In this context, pain […]

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Attention Technicians…. Slow Down and Do Not Act Like Salespeople

Relationship opens the door to revenue.  Plumbers, and technicians, who focus on the relationship as opposed to the transaction will have more transactions over time.  Technicians must identify with the role of trusted advisor in a relationship (not a salesperson), which means it is your job to ask questions, find pain, and help others make […]

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Stress and Frustration

Sometimes we find ourselves in situations that require extraordinary patience.  When this happens step back and take time to think, take a deep breath and let patience do it’s work.  Patience is a process and it can persuade others. (employee’s, prospects, customers, clients, the boss).  Otherwise you can find yourself in the grip of frustration […]

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Don’t Look At The Trees Because You’ll Run Into Them If You Do

I was reminded the other day about this quote from Alice in Wonderland: “Would you tell me, please, which way I ought to go from here?” asked Alice. “That depends a good deal on where you want to get to,” said the Cat. “I don’t much care where—” said Alice. “Then it doesn’t matter which […]

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What does faith, patience and action have to do with business?

About two years ago, I was riding with a plumber when we received our next call from dispatch.  He hung his head down looking at the floor of the truck and said, “Man, this is going to be a bad call.”  Not only did he believe it was going to be a bad call but […]

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HVAC Sales. Heating, Ventilation, and Air Conditioning

How to respond to a “think it over”   and  Is it okay for a person to “think it over?”  HVAC (heating, ventilation, and air conditioning) sales and salesmanship in general is a process of building a trusting relationship with a customer. Healthy relationships are built on trust and mutual respect for one another.  In other […]

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