Category Archives for Sales Process

What Lloyed Does to Sell UV Lights

I always enjoy riding with Lloyed and he has truly become a master at listening. Here are the notes that I made as Lloyed interacted with the client.

A Presentation May Not Make Sense

Establish healthy boundaries for yourself and learn how to say “no” to prospects who don’t qualify.

HVAC and Plumbing Service Call Tip

Focus on and solve the client’s original problem before you make other suggestions or you will appear to be self serving.

HVAC Talk

101 words and which build rapport with a wider spectrum of people.  Everyone experiences the world through their own five senses. We see, hear, feel, taste and smell the world. Something may look right to one person and yet it may feel right to another.  The key to building deeper rapport with others is speaking […]

HVAC Talk

  Let’s talk about the HVAC best practice for service calls of moving away from the furnace or condensing unit when you explain the client’s solution.  In other words, move away from the problem and then show them the fix and the price.   Why? It’s the same thing that our teachers use to do. […]

HVAC Talk

Let’s talk about the HVAC best practice of getting out of your truck immediately upon arrival on a service call The mood of the customer Assuming this is an emergency service call, the customer is anticipating your arrival and could be a little anxious.  They have other things to do and this was an unexpected […]

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 […]

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 […]

What’s The Acceptable End Result Of Each Service Call orSales Call ?