Are we learning to manipulate prospects in our HVAC sales training?
Traditional HVAC sales training teaches one to push against resistance when prospects say “no”. Are we manipulating our prospects?
Continue readingHow to generate HVAC replacement leads really cheap and fast.
I know that we are all very busy installing and making money during this very hot summer. However, the lean times will return soon. What are you planning to do about the slow times? We don’t have to sit idle and wait on the phone to ring, or the weather to turn extreme. So, what […]
Continue readingHow we changed a heating and air technicians “mind set” and interview with a technician.
June 22, 2010 — This is a free heating and air sales training video. JR explains how he changed a limiting belief about how he saw himself and how this has supported a new skill set that he learned in class. In sales training class we learn how to do something but in the field […]
Continue readingReach For Your Shoes and Start Over
By Roger N. Daviston Recently I was riding with a client and after an hour trying to sell a boiler the prospect wanted to “let us know”. I just listened most of the time and soaked it all in. So, what do you do when this happens? What is the next step? What is a […]
Continue readingThe Three Outcomes
By Roger N. Daviston Recently, in one of my Teletraining classes, I asked this question: “If I had a magic wand and could solve anything regarding your current challenges in the sales process, what would it be?” A lot of challenges came up and one in particular was very interesting and causes us to put […]
Continue readingBad Experience Sales Call
By Roger N. Daviston Recently, in one of my TeleTraining classes, a client shared a bad experience that he had on a sales call. See if any of this sounds familiar. Let’s look at the facts: Husband/wife find out they have a cracked heat exchanger from another company – and had a quote from them. […]
Continue readingIt’s Always About Them
By Roger N. Daviston Rule: Opening up a space for the prospect to say “No”… allows more space for the prospect to say “Yes”. In other words, if a salesperson has the courage to embrace “No”, it will give the prospect courage to say “No” if in fact it is a “No”. We spend too […]
Continue readingShoppers and Salespeople
By Roger N. Daviston As I watched the space shuttle burn up over Texas on CNN and their continuous replays of different video and computer animations, my thoughts began to turn to laws of physics, aerodynamics, friction, and gravity. What might have happened? And why? I have always been intrigued with basic laws of nature, […]
Continue readingKnowing Vs. Doing
By Roger N. Daviston I’ve always been intrigued as to why some of my clients could do what I told them to do while others could not. I tell everyone pretty much the same things; some get it and some don’t. Selling, I think, is more about doing than about knowing what to do. Selling […]
Continue readingA Gentle Tongue Can Break A Bone
By Roger N. Daviston By the way, I can’t take credit for the title because it’s Proverbs 25:15, “With patience a ruler can be persuaded, and a gentle tongue can break a bone.” Now how does this relate to selling? You can look at all the research done on the subject of communication and it’s […]
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