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.”
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.
Fear can disable the best of us. Many times the fear we face in service and sales situations start to make us create assumptions that lead us to dysfunctional behaviors. Sometimes the fear begins with finding a huge problem that the customer didn’t expect on a typical call. The problem is viewed as small or routine by the client but after you diagnose the whole system you find the problem is bigger than anyone anticipated. The fear that the client may think you are trying to sell them something they don’t need may paralyze some into covering up the problem instead of solving it.
Indeed service or sales people who fear things like the economy, high prices, their ability to sell, close or handle objections usually blame the fear itself which stops them in their tracks, instead of trying to sculpt an effective response to it.
“The problems of today cannot be solved by the same level of thinking that created those problems.”
Albert Einstein
How many times in the service contracting business have you ever had a challenge that just went away by waiting? One of the secrets to being successful in the contracting industry no matter what job you do is to muster the courage to take action.
For instance, think about an installation crew walking around in circles thinking about the job instead of just doing some of the basics that need to be done regardless of the difficulty. Things like protecting the home with floor mats or drop clothes, unloading materials or even removing the old materials and equipment. Sometimes we think too much or try to be an “Einstein” and those thoughts can impair our ability to act.
In this interview, ContractorSelling.com CEO, Joe Crisara shares his thoughts about the state of the service contracting industry and their importance to society. He also talks about his commitment to helping those who need help.
This e-book which was first released in 2006, shatters the myths that has been perpetrated on contractors and their employees for decades.
If you are an average Technician or salesperson then I’m sure you know all the myths and excuses that there are to know.
But with these myths and excuses you will only achieve average or below average results.
If you want OUTSTANDING results then then you must read the special report called the “Lost Contractor.” Although the book was first released in 2006, the principles and fundamentals are more true today than they ever were.
This free report is a must read for all service contractors!
