Case Study: A Dramatic Increase In Sales Yearly
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Articles from: July
Shed Light On Unlicensed Contractors Without Permits
Shed Light On Dishonesty
I want to start by saying that I am against government interference in the contracting industry as much as anyone. It is certainly hard enough to profitably operate an hvac, plumbing or electrical service contracting business without another partner who is guaranteed their profit before the contractor owner gets theirs.
However, one of the places where local government and some dishonest people in the trades makes a mockery of the statutes and laws, is in the area of licensing and permits. All of the honest contractors I know voluntarily follow the requirements to be licensed or registered if the community requires it. These same contractors comply with permits and inspection requirements as well. Even though it increases the cost of doing business and the prices the consumer pays for this service.
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Julie Crisara Joins Women in HVACR
Co-Founder Joins Group
(Templeton, Calif.) — Leading HVACR sales trainer, entrepreneur and co-founder of contractorselling.com, Julie Crisara has joined Women in HVACR.Women in HVACR was established to improve the lives of members by providing professional avenues to connect with other women growing their careers in the HVACR industry. The organization strives to empower women to succeed through networking opportunities, mentoring and education.
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The “Silver Bullet” of Sales
Is There a “Silver Bullet?”
Whenever I work with sales managers who are failing, I notice that they all talk about the immediate issues going on with their salespeople and are looking for the “quick fix” or “silver bullet” answer from me.
Most of them have given up and think they have already thought of everything. The one thing they haven’t thought of is to zoom out and look at the big picture, which includes their own behavior and how it contributes or even causes an issue to occur.
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Detach From the Outcome
Detach From the Outcome
Have you ever felt drained after a heated conversation with your buyer, boss or colleague after trying to convince them that your point of view was the correct way of seeing things? That feeling of being drained is an indication that you were too attached to the outcome and that you lost your focus on trying to understand the other persons point of view.
It is easy to become emotionally involved in the outcome of your sales results, but is it really effective? In short, the answer is no. Sales should be emotional for the buyer but not for you the seller. If you try to hard to “sell” people on your way of thinking it comes off as desperate, pathetic and self-centered. As a sales professional you must retain your credibility and give your buyer the impression that you could live without the sale.
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