DOWNLOAD: The Top 21 Sales Questions On Opportunity Calls
By Joe Crisara
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 . . .
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DOWNLOAD: Managers Sales Call Debriefing Form
By Joe Crisara
What do you say to a sales person or tech that is burning through leads with poor results? The answer is not to say anything but instead to ask key questions that reveal what the problem or bottleneck may be. These questions help reveal the real problem with lost sales. Watch the response of the person you are questioning. The more fluidly that can answer . . .
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DOWNLOAD: EZ Profit Price Calculator
The EZ Profit Price Calculator is a unique tool that not only helps you to price large and small jobs but also takes into account the probability of the job making the profit you have targeted. This exclusive feature can help you price jobs so that ALL your work is profitable. Try it out and see how easy it truly is to arrive at a profitable price. . . .
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DOWNLOAD: Responsibility Worksheet
By Joe Crisara
Use this worksheet to gauge the ability of your team to respond to the many different selling situations that arise. Does your team blame everything but themselves for their performance? Taking responsibility is a true privilege for top selling techs and sales people. It puts the success they achieve firmly in their own grasp and not in the hands of others. . . .
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DOWNLOAD: Coaching Prep Form
By Joe Crisara
Use this coaching prep form to guide you though finding out the "mindset" of your front line people who sell your services to your customers. Be creative and use it to find out what level your tech, sales person or perhaps even a future job applicant sales skills are at. You can also use it to give to your people before individual coaching sessions you have with them. Review the answers they give to find areas you can help them. . . .
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DOWNLOAD: NEW HVAC Service Ticket (Modifyable)
By Joe Crisara
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. . . .
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DOWNLOAD: Solution Picklist
By Joe Crisara
The Solution Picklist is a simple way to keep track of the options that a tech or sales person is including in all of their options. This list is necessary to account for internal task numbers as well as prices that can be coded to use for creating custom options with higher or lower prices. With the prices at hand, solutions can be adjusted instantly . . .
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DOWNLOAD: Loan Amortization & Payment Calculator
This loan amortization and payment calculator can be a useful tool when attempting to arrive at monthly payment amounts. Whether it is for your own personal use or if you use it for a customer a tool like this can be invaluable. You can calculate many "what if" scenarios with different interest rates and down payments to arrange a creative financing option . . .
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DOWNLOAD: New & Improved Service Ticket Invoice
By Joe Crisara
This download is a new and improved service ticket or invoice made specifically for service contractors using the ContractorSelling.com Sales System. It includes our patented system diagnosis which enables technicians to come up with a customized presentation for each of your customers. . . .
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DOWNLOAD: Client Connection Worksheet
By Joe Crisara
Your ability or inability to connect with your client is the single thing that will determine your success. The problem is that all people in sales think they do a great job connecting. But do they really? Test your self to see how far you can go when you connect with your client. See how much you really know about them. How well do you listen to what is important to your customer? . . .
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DOWNLOAD: Call Back Log
Joe Crisara
This call back log can be used by a Dispatcher, Owner, Service Manager or Tech to track the amount of call backs that have been done recently. This form also can help leverage the thought process to come up with a better solution other than what just failed. This will help to bring every call back to a functional outcome that will service your customer better. . . .
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DOWNLOAD: 8 Person Quarterly Revenue Results
By Joe Crisara
This new 8 person capacity revenue results scoreboard gives you and your technicians or sales people a visual trend of how they are meeting the goals of the company throughout the quarter. You and the rest of the company will know everybody is doing. Download this sheet and have it blown up at your local printersto a poster board size. . . .
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DOWNLOAD: Making Eye Contact - Reading The Eyes
By Dr. Allen Konopacki
This download written by Dr. Allen Konopacki illustrates one of the oldest sales cliches in the book. The ability to read the eyes of your prospect can be helpful in determining everything from the level of interest to the level of deception that your buyer is trying to hide from you. Science back up these findings with some interesting studies. . . .
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DOWNLOAD: HVAC Equipment Price "Quick List"
By Joe Crisara
This is an example of a "Quick Sheet" price list that is an easy reference for you sales people and techs to use for creating options. You can modify the descriptions and prices to reflect your costs and desired net profit by simply typing the information in the correct cell. This sheet is for the HVAC equipment system pricing. . . .
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DOWNLOAD: Equipment Accessory Price "Quick List"
By Joe Crisara
This is an example of a "Quick Sheet" price list that is an easy reference for you sales people and techs to use for creating options. You can modify the descriptions and prices to reflect your costs and desired net profit by simply typing the information in the correct cell. This sheet is for the accessory materials for an HVAC system. . . .
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DOWNLOAD: NEW 2008 Post Call Call Evaluation Form
By Joe Crisara
This is a NEW 2008 after call self survey that can be used by anyone who has been trained by our Total Immersion sales system. The format has been updated to reflect some of the more recent benchmarks that allow you to evaluate if you are following the system or missing some key components. Although the form can be used after the call it can also be reviewed BEFORE the opportunity as well. . . .
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DOWNLOAD: New Customer Pre-Titled Option Sheet
By Joe Crisara
This is a new 2008 version of the customer option or solution sheet with pre-titled options that can assist you when creating presentations. One of the features of this format is the removal of logos or anything that can distract the buyer. This format helps techs and sales people to format the presentation in a more fill in the blank fashion. It is layed out to influence the tech or sales person to create more premium options at the top and less at the bottom. . . .
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DOWNLOAD: New Freestyle Customer Option Sheet
By Joe Crisara
This is a new 2008 freestyle version of the customer option or solution sheet that can assist you when you create your presentation. One of the features of this format is the removal of logos or anything that can distract the buyer. This allows you to create custom names for the options that you are providing with your solutions. The lines are layed out to influence the tech or sales person to create more at the top premium option and less at the bottom. . . .
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DOWNLOAD: Electrical Service Plan Terms & Conditions
By Joe Crisara & Ty Bell
This is the electrical service plan terms and conditions document. Just insert your company name and modify any of the terms and conditions of your agreement and then place on the back of the elctrical planned service sheet. These terms and conditions will help to communicate the program and what is included to both techs and your customers. Again we would like to thank Ty Bell for his contribution that I am sure will help electricians everywhere . . .
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DOWNLOAD: Electrical Service Plan
By Joe Crisara
This is a planned service program for electrical contractors. Please join me in thanking our valued member Ty Bell from Electro-Pros for generously donating his ideas which lead us to modify his agreement and arrive at the document you see here. Get inspired to take these ideas to create a program to capture customers. Please use this electrical service plan sheet to create your own program . . .
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DOWNLOAD: Electrical Service Ticket Invoice
By Joe Crisara
This download is an electrical service ticket or invoice made specifically for electrical service contractors. It includes a checklist for code violations as well as an environmental & safety reminder. The invoice also features the Ultimate Planned Service program which entices customers to ask about a discount program . . .
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DOWNLOAD: Electrical Inspection Report Sheet
By ContractorSelling.Com Member Ty Bell
We thank our electrician member Ty Bell for his generous contribution of this very detailed electrical inpection form. This is a form that an electrician can use in many ways. Either as a foundation for what to look at on planned service for electricians or as a reminder to observe the whole electrical system when on any call. All of us at ContractorSelling.com would like to thank Ty bell for being so open to sharing . . .
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DOWNLOAD: Electrical Panel Presentation Sheet
By Joe Crisara
This is a presentation that was made and sold by one of our members for an electrical service renovation. The electrician who sold this said that the next highest price that was quoted by his competitor was for $3,900. Nonetheless, the customer who purchased this did so because of the amount of service that was provided in comparison to others. Look at the top option and the amount of extra service and warranty that is provided. After adding it up . . .
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DOWNLOAD: Life Balance Planning Worksheet
By Joe & Julie Crisara
The life balance worksheet can be used to plan both long term and short term goals. The worksheet is broken down into three different distinct areas, Business and professional which helps you think about future goals, opportunities and relationships. In the personal planning area it cover fitness, self planning and relationships for the personal part of your life, In the middle section the utility are help to take care of the assets both personal and professional. . . .
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DOWNLOAD: Sales Results vs Earnings Calculator
Are you earning what your worth? Use this calulator to find out the answer to the many questions about your sales results and earnings. You can use this to set goals to help you increase your pay. Also it can be a handy management evaluation tool that can aid in knowing whether a sales person is actually earning their keep or if they may deserve more money. Have fun projecting the what if. . . .
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DOWNLOAD: Quarterly Revenue Results Scoreboard
By Joe Crisara
This revenue results scoreboard gives you and your technicians or sales people a visual trend of how they are meeting the goals of the company throughout the quarter. You and the rest of the company will know at a glance who is doing well and who could use more guidance. Download this sheet and have it blown up at your local printers or Kinko's to a poster board size, or even larger . . .
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DOWNLOAD: In Home Sales Customer Survey
The customer comfort survey is a good way for HVAC, Plumbing & Elecrical sales people starting out to be able to keep themselves on track during a sales call. Understand that this is NOT a color by numbers format but a guideline and tool to use that may possibly keep the sales and the opportunity moving forward. Although the sequence of the sales call may fall out of line, understand that this survey may at least remind. . . .
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DOWNLOAD: HVAC Contracting Equipment Job Sheet
There are 4 pages to this job sheet including a site drawing area and equipment order sheet, duct calculations, equipment measurement calculations and finally a job costing and materials area. Use this as a guideline for your salespeople to both engineer each job sold and also for them to consider the common materials needed to complete the work. Make sure that you insist on this getting filled out so that you can communicate the job to the rest of the company. . . .
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Total Immersion Benchmark Scoresheet
By Joe Crisara
This benchmark sheet closely outlines the sales process that hundreds of students who have attended the Generation Nextech Total Immersion Sales Summit's have learned. This is a guideline for those who have attended the training and now want to make sure they are "passing through the gates" of the system and utlilize the skills they have learned there to the fullest potential. Download and use this sheet to evaluate during role play or even after your last call if you have truly used the system... . . .
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Sales IQ Test
By Julie Crisara
The Sales IQ test is the pre-training exam that we do when a company signs up a tech or sales person for our Generation NexTech "Total Immersion" Sales Summit. We call each participant and have dialogue with them to determine for the owner if sending this person will be worth their investment. This test has helped us to eliminate some people from coming to the class and then in turn failing. You can use this to evaluate your team or perhaps when interviewing a job applicant. . . .
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After Call Self-Survey
This sheet is an outline of the successful sales process that many "million dollar techs" use. |image1|Each step has a question that will hopefully inspire you to stay on course during the call. Many techs and sales people prefer to bring the sheet in with them during the call to remind them of the next step while the call is still in progress. Use this sheet to self-evaluate after each call. . . .
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Customer Option Sheet - PDF
The customer option sheet is essentially a blank sheet for techs or sales people to present solutions to customers. At the top of the sheet write in the customer information. After that, describe the problems that have been found on this call. Remember to maximize the severity of the problem so that customers take your recommendations seriously. I call this the grim reaper phase of the call. . . .
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