“Just wanted also to drop you a note to say Thank You for the Information and Training received throughout the Boston Total Immersion class this past fall. Upon my return I had set myself a personal goal to sell One Million Dollars by October 31st.
Not really a bad personal goal for a 60 year old someone that had NEVER been in the HVAC business, much less “In-Home Sales” AND I just started in April of this year as well. Well as I said to you as I departed your class to head home, thanks for changing my life.”
My Total Gross Sales April, 2012 thru October 31, 2012 $1,000,008.00
“Joe, Thank You Again for Adding The Additional Tools Into My Sales Case. Taking your information and blending into my process has made a HUGE difference in Closing the Sale.”
“When I first looked into Joe’s services, I was a skeptic. I was a successful salesperson who had gone to all the HVAC sales training available and he was talking a foreign language in contrast to what I had been taught and trained on. Joe has the “ring of truth” in what he says and I am a firm believer in his system.
Not Just a Social Gathering
His training is top notch and isn’t a “social gathering” like so many other trainings in our industry, It’s good old fashioned, roll up your sleeves, and let’s get down to business…about your business. Hands down, best trainer EVER.”
With the economy seemingly in an endless loop of futility and so many people in the contracting trades struggling, it is inevitable that we reached this point in time. That, is when a consumer has a problem with their HVAC, plumbing or electrical system but they are shocked at the prices at first glance and decide to tell the proud tradesman they want to either find someone who is cheaper or put the decision to move forward on hold.
One of the things I like bet about baseball is the possibility of a pitcher throwing a perfect game. No other sport offers such a finite example of doing the job right. Is it possible is sales to be perfect? Selling your services to possible clients is another matter. Although one can draw parallels between sports and sales there are some differences. Do you have to be perfect to be able to execute a sale? Thank goodness that you in fact don’t have to be perfect to get someone to purchase from you. With that in mind, let’s go over what it takes to perform at the highest level in a quest to attain perfection.
This is the question that many in the service contracting trades ask themselves after each opportunity. There are many who don’t even make a presentaion a particular event in the service business. Most simply mumble out all the facts during the course of their diagnosis and drizzle out the features and benefits early in the call as they “talk out loud” to their potential customers and then stick a price at the end of this segment.
How many times have you heard your prospect tell you that they have a “rule” or “policy” when they purchase? You know something like, “We have a rule, we never make a purchase on the first visit from a sales person.” Sometimes the rules that buyers have are dysfunctional and make little sense for you or them.
Also, the rules are often broken when they meet the right sales person with the right solution. So then the rules are only often enforced when they either don’t like the sales person or their solution.
There is an important question that owners and sales manager’s in a successful contracting business ask themselves before engaging in training, coaching or accountability activities.
Here is that question…
“Do I have the right person?”
The difference between mediocre and champion caliber sales managers lies in their willingness to ask this question of every employee, themselves included at any time. The mediocre manager falls in love with the personality of the people they manage and assumes things will turn around eventually.
The winning manager never assumes that the person who they manage hasn’t changed to the point where they might not be a fit with the team any longer. In essence they are asking if the employee is capable of performing the skills and techniques that make up their sales system. Furthermore, if they do have those skills are they willing to take action by using them with a potential buyer?