There may be some of you who remember, as I do, that there was a time during the 1950’s thru the 1980’s that wars were literally started to prevent the spread of communism throughout the world. Although we are far removed from the era of “the communists are coming” I see a lot of what defines communism in the mediocre performers in many service businesses in our country.
At the heart of communism is that nobody should have something more outstanding or better than the average person. Whatever one person gets, so should everyone.
That brings me to a question I must ask all of you in the service contracting industry. Are you aware of the spread of communism that may be spreading throughout your company starting with your mediocre performers?
HVAC, Plumbing and Electrical service contracting companies are like no other small business out there today. Most small businesses are made up of only 1 person and consist of selling their old lamp shades and shoe laces on Ebay. All they need is a camera and computer.
A contracting business on the other hand, well, they need a brick and mortar building, trucks, inventory, and a whole lot of other things on top of that camera and computer. Not to mention dealing with government regulations, licensing, permits, tech training, software training, driving records, unfathomable workmans comp insurance costs, not to mention all the other insurance costs…should I keep going? You’d probably never even get to see your family if it weren’t that they all work for you. Who has the time to work “on” your business.
“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.”
The state of sales management today is getting worse than I have ever seen it. I believe this is because sales managers have been trained so inadequately that they have basically given up on the coaching aspect of their profession. They have turned into glorified paper pushers and have gotten away completely from the essence of managing which is to change strategy and behavior that is not working and replace them with functional ones that do.
Here some of the comments from the people who attended our Total Immersion Service Contractor Sales Summit training in Boston in August, 2011. I love how hvac, plumbing and electrical service techs and sales people can feel so good about themselves after the event. That is what we at ContractorSelling.com live for is to unleash the potential of these powerful people.