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Featured Resources VIDEO: Ancient Closes Only Work For Dinosaurs In this video "Sales Tip Of The Week" Joe discusses how the ancient impending event close does not work on the sophisticated buyers of today. Time is money right? You have heard this numerous times in almost every industry and this is particularly true in sales. Many times, people who sell their service for a living think that the way to increase the velocity of the selling cycle, . . . keep reading VIDEO: The Question For Question Game This video was filmed at our Total Immersion Summit in New York this past August. The segment features Joe going over the importance of asking questions. The "Question For Question" game is one of the most pivotal moments of the Total Immersion Summit. It illustrates the weaknesses that techs and sales people have in their inability to ask the right question. . . . keep reading VIDEO: Literature Kills Sales "Overtime" Call In This short video features viewers and listeners of our last Hour of Sales Power segment who call in to ask questions and share their thoughts on a variety of subjects. This segment is the best way for our members to answer all the challenges they are going through in their day to day dealing with the customer. Many find this segment invaluable in their success . . . keep reading VIDEO: How Giving Literature Can Kill Your Sales This is an Hour of Sales Power titled, "How Giving Literature Can Kill Your Sales" In this segment Joe and Rick discuss the the danger that is introduced when a sales person or tech uses manufacturer or company literature to replace their people skills. Watch Rick and Joe as they discuss the many different ways you can increase value without written materials. . . . keep reading e-Book: If Barack Obama Was Your Sales Manager Finally it's over. One of the most dramatic, gut wrenching and yes, historical political campaigns ever witnessed by the world. The run for President of The United States of America between Senators John McCain and Barack Obama was truly one for the ages. It was a campaign that evoked a full range of emotions for everyone who watched with interest. It will no doubt impact all of us for generations to come. . . . keep reading DOWNLOAD: The Top 21 Sales Questions On Opportunity Calls I have compiled a list of some of the best sales question that are commonly used by sales people and technicians who are looking to find out more about their customers, the buying habits, the things that they want from their service and much more. Please print these questions out and give them to your sales team to use. If you have other questions that you use please share them with us on the memebrs forum . . . keep reading VIDEO: Question The Situation - Past, Present & Future This video was filmed at our Total Immersion Summit in Los Angeles this past October. The segment features Joe expanding on the source of the questions you should ask your buyer when you face an objection. Joe illustrates the place that past, present and future situations play in you being able to turnaround your buyer to get them to see your point of view. . . . keep reading DOWNLOAD: Hydronic Equipment Pages Best Ever Flat Rate Hydronic Systems Package pricing pages. This is a fill in the blanks pricing section for you to insert into your flat rate price book. Please note that prices ARE NOT TO BE USED, You MUST modify the prices using your own pricing formulas and then enter those prices in to properly use this section. Using this as a starting point, you can modify all descriptions and warranty to reflect your company policy . . . keep reading VIDEO: 21 Core Values "Overtime" Call In This short video features viewers and listeners of our last Hour of Sales Power segment who call in to ask questions and share their thoughts on a variety of subjects. This segment is the best way for our members to answer all the challenges they are going through in their day to day dealing with the customer. Many find this segment invaluable in their success . . . keep reading VIDEO: The 21 Core Values Of Heavy Hitters This is an Hour of Sales Power titled, "The 21 Core Values of Heavy Hitter Sales People" In this segment Joe and Rick discuss the values and principles that all Heavy Hitters share when going about their work and life every day. Watch Rick and Joe as they discuss how you can embrace these values and in turn improve your results. . . . keep reading E-Book: What Alfred Hitchcock Could Teach You About Sales Are your sales presentations lacking in excitement? Do even YOU get tired of hearing yourself say the same old things over and over again? Odds are you suffer from SCRIPS or "Service Contractor Repeating Industry Presentation Syndrome." That's right you've been drawn in to the industry "norm" and trained to give a standard contracting industry snooze fest when you present your services to a customer. . . . keep reading DOWNLOAD: NEW HVAC Service Ticket (Modifyable) This is an HVAC service ticket that incorporates a checklist format as to the overall process and then also on the specific things that were done on the call. There is also an area for the tech to write the findings and recommendations for any solutions that are needed. Just have your printer insert your logo and information in the upper right hand corner of the form. . . . keep reading More

Featured Articles SALES TIP OF THE WEEK #100 How many times have you had what appears to be both decision makers present and ready for you presentation when out of the blue you heard the rumble in the background. The black knight has entered. The "black knight" is usually a neighbor or uncle or any other third party whom your prospect must confer with regarding their decision. How well you deal with the black knight just may be the key to either losing or closing the deal. . . . keep reading ARTICLE: Clear Cut Goals Help You Win Coaching little league football this year brought me back to when I used to play the game. It was not what I was remembering about the game that shook me so much as it was that I had forgotten about my days as a competitive athlete. With a few years under my belt since my playing days, I found myself looking at the game with a new perspective. I couldn't help but admire the simplicity of football, . . . keep reading ARTICLE: Making Fear Your Ally Although we may want to better our lives and accelerate our productivity, many of our decisions are governed by fear. We want more, but avoid risks, so we continually produce similar results over again. We fear change, for we may lose some degree of control over the outcome. We fear expressing how we feel or what matters most to us, in fear that it would make us vulnerable. . . . keep reading SALES TIP OF THE WEEK #99 Time is money right? You have heard this numerous times in almost every industry and this is particularly true in sales. Many times, sales people think that the way to increase the velocity of the selling cycle with their customers is by offering them a special deal if they buy now. This is called the impending event close and it is about as antiquated as the stone ages. . . . keep reading ARTICLE: Weatherproof Your Business From Slow Times Have you ever felt like you are at the bottom of the barrel and you have no calls or opportunities coming in? Things seem hopeless? The phone isn't ringing or worse yet it is only ringing with vendors calling to look for their payment? If so, then you remind me of myself early in my contracting career when I didn't have a clue about what to do. You are left with two choices as I was back then. . . . keep reading ARTICLE: 7 Mistakes Of Bad Sales Managers Being a sales manager or anyone who is accountable for the results of your sales team is one of the hardest jobs in the world. It requires a thorough knowledge of marketing, sales techniques, pricing and above all profit. In the end, the manager or owner is ALWAYS to blame when results are poor and never get credit for success. Who would take this job? . . . keep reading ARTICLE: Choosing Indecision Is The Worst Decision Watching people try to decide what to order at a restaurant reveals a great number of truths about them as a person and, at the same time, can be quite amusing. On any given night, restaurant tables are filled with many different characters. Each has a unique method of deciding what to order. Some will evaluate the menu and imagine how each dish will taste; some will look at the menu . . . keep reading ARTICLE: Get Your Clients To Stick To You Like Velcro It's no secret that finding new customers is both time consuming and expensive, but it's worth noting just how much it could be costing you and your organization--no matter what kind of business you're in. According to Frederick F. Reichheld, author of The Loyalty Effect: The Hidden Force Behind Growth, Profits and Lasting Value, companies in America on average lose half their customers in five years . . . keep reading SALES TIP OF THE WEEK #98 Have you ever forgot your sales materials or briefcase on the way to a call and went ahead and sold the job anyway? Odds are you stumbled by accident onto something that could make you successful if you decided to do this on purpose. That is for you to leave behind all sales materials and written or pictorial information when selling your services. . . . keep reading ARTICLE: For Contractors In This Economy, Everyday Is Halloween Today is Halloween. You will no doubt hear the familiar phrase ringing in the air of the fall night. "Trick or treat!" the kids will scream. Knocking on the door of a stranger and trying to get your treat, (the sale) from a suspicious, reluctant, cautious and even skeptical home owner who is experiencing a problem with their plumbing, HVAC or electrical system during this economy can be downright frightening. Dealing with people who want their problem fixed, but don't want to pay for it can be as . . . keep reading ARTICLE: Recession Is Only a State Of Mind No matter how hard I try, if I've had a rough day at work, my wife knows about it. In fact, if anything is bothering me, my wife can tell instantly. We've been married for nearly seven years, and she can literally sense when something is wrong. Luckily for me, she always knows the right thing to say to help me clear my mind and get me back on track. This type of intuitive knowledge . . . keep reading SALES TIP OF THE WEEK #97 Are things on a downward trend, hectic or just plain disorganized? It is normal for things to flywheel away from your control from time to time, working as a sales professional. My wife Julie and I have found that one of the best things we do to re-center ourselves is to give a motivational seminar to ourselves. It doesn't take long. We shoot for 30 to 45 minutes or so once a week. . . . keep reading ARTICLE: Turnover Tonic In many industries, employee turnover is at a record high. And turnover costs more than you think. Replacing an employee involves all of the direct costs of hiring, including advertising and recruiting costs, as well as hours of management time spent reviewing resumes, interviewing and checking references. There are also orientation and training costs for the new employee. . . . keep reading SALES TIP OF THE WEEK #96 Probably the one mistake in selling that hurts the most is the moment we can all remember when we were selling to the WRONG PERSON! You know the time it happened to you. We have ALL sat and talked with what we thought was the person making the decision about our presentation, only to find out later, . . . keep reading ARTICLE: How to Fire a Salesperson One of the most challenging and critical responsibilities of a sales team leader is knowing when and how to fire a salesperson. While terminating any employee is always somewhat painful and stressful, letting go of someone who has direct contact with a company's clients and prospects can be a potential minefield if not managed correctly. . . . keep reading What Is "Joe The Plumber" Really Worried About? The final debate between Barack Obama and John McCain was a real head spinner. I watch most of the night listening to their references to "Joe the Plumber" as a "normal" plumber working for a company that he wants to purchase that EARNS over $250,000 per year. In fact they mention "Joe" 21 times in their discourse. . . . keep reading More

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