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SERVICE TECHS - What minimum sales revenue goal does your company expect from you every week?
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Featured Resources
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Featured Resources
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THIS WEEK: Watch Total Immersion LIVE Click Here
Click here on to watch our Total Immersion Sales Summit LIVE from Baltimore. The summit starts on Sunday, May 11th and runs through Friday May 16th. It is broadcast on Sunday from 6 pm until 9 pm eastern time. On Monday through Friday it is broadcast from 9 am until 5 pm eastern time. . . . keep reading
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FINAL TWO LIVE Total Immersion Summits This Spring
If you have ever wanted to experience our material LIVE but did not have the resources to attend our full one week summit, now is your chance. Join us in Baltimore on the week of May 11th or in Los Angeles on the week of May 18th. These are the last two sessions of the spring. So if you want to improve your sales revenue and profit join us now before the summer. . . . keep reading
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VIDEO: Closers Playbook - Running the "Mirror Play"
By Julie & Joe Crisara
In this segment of the Hour of Sales Power we take a page from the Closers Playbook. Joe Crisara interviews Rick in this segement as they dissect the "Mirror Play" which is a powerful technique that gets the buyer to looka t what they are saying or doing in the "mirror" to see a more functional path. Watch & learn as your buyer sells you. . . . keep reading
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Platinum Furnace & Air Conditioner Packages
Best Ever Flat Rate Platinum Furnace & Air Conditioner 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
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VIDEO: Connecting Your Diagnosis To The Presentation
By Rick Picard & Joe Crisara
In this segment of the Hour of Sales Power we go in depth and examine how to ask questions to diagnose the customer and the technical issues. We then show how the answer to thses questions will connect with your presentation to create desire on the part of your buyer so that your presentation is "on code" for exactly what the buyer wants. . . . keep reading
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AUDIO: Total Immersion Post Summit Coaching
By Joe Crisara
This is an audio where we are coaching the participants of the Total Immersion Summits we have recently held in April. In this HVAC, Plumbing and Electrical sales coaching session we the results and challenges of some of the student of the most recent session held the last week in April 2008 . . . keep reading
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Office Works: Setting Up Profitable Maintenance Calls
By Julie and Joe Crisara
In this segment of Office Works TV we cover how CSR's and Dispatchers can set up maintenance calls that can be more profitable. We go over the importance of the maintenance program, how to best set up and schedule these calls as well as evaluating whether your techs are being effective in their approach. . . . keep reading
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DOWNLOAD e-Book: How To Manage Unprofitable Customers
An Office Works Special Report
This e-book special report is a summary of our Office Works video segment on how you can identify and attempt to manage unprofitable customers in a service business. Customers who consume company resources without contributing to the profit can infringe on the goodwill and ability of your company to serve your customers who are profitable. Watch and learn to evaluate the profitability of your customers . . . keep reading
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VIDEOS: Total Immersion April 2008 Presentations
This is a video juke box of the recent Total Immersion attendees doing their final sales presentations and their subsequent objection handling. Watch each attendee and their attention to detail in following the various steps of the sales process. One of the most remarkable things that all attendees have shared is their increased ability to handle and turn objections into sales. . . . keep reading
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VIDEO: Selling Repairs On A/C Maintenance Calls
By Rick Picard & Joe Crisara
In this segment of the Hour of Sales Power we take a look at how to sell repairs on air condtioning maintenance calls. We also examine how we can inspire customers to ask you for a complete replacement oppportunity as well. Watch as we show you how to create curiosity and desire on these calls that will allow your customer to repair or replace their system . . . keep reading
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Office Works: How To Manage Unprofitable Customers
By Julie and Joe Crisara
In this segment of Office Works TV we explore how to manage the unprofitable customer. Is the customer always right? Not hardly. In this segment we profile certain types of customers and take you through a process to help you determine whether you can save them or if you should divest from them. . . . keep reading
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DOWNLOAD: Power Point Price Presentation
By Joe Crisara
This is a pricing presentation for a gas fired boiler system. The file was prepared on MS Power Point and is intended to be used in conjunction with the "slide show" function of the program. To view the presentation, go to the SLIDE SHOW tab in Power Point and click on VIEW SHOW and watch the pictures and the words appear. This is great for sales people who do not want to leave behind . . . keep reading
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VIDEO: Closers Playbook - Running the "Reverse Play"
By Julie & Joe Crisara
In this segment of the Hour of Sales Power we take a page from the Closers Playbook. Julie Crisara interviews Joe in this segement as they dissect the "Reverse Play" which is a powerful technique that literally turns the buyer into the sales person as they "convince you" that they need what you are selling. Watch & learn as your buyer sells you. . . . keep reading
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Creating Leads & Opportunity Thru Ticket Analysis
By Julie and Joe Crisara
In this segment of Office Works TV we examine the invoice turn in and paperwork flow through process. Specifically we cover the many opportunities to create a more functional outcome to service and sales opportunities. We cover how to save lost revenue and profit as well as how to trade repairs towards installations after the service call is complete . . . keep reading
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VIDEOS: Total Immersion March 2008 Presentations
This is a video juke box of the recent Total Immersion attendees doing their final sales presentations and their subsequent objection handling. Watch each attendee and their attention to detail in following the various steps of the sales process. One of the most remarkable things that all attendees have shared is their increased ability to handle and turn objections into sales. . . . keep reading
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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. . . . keep reading
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VIDEO: SPECIAL EVENT - Pre-Qualifying Sales Opportunities
By Joe Crisara, Julie Crisara & Rick Picard
Watch this "Special Event" called Pre-Qualifying Sales Opportunities. In this video we combine the expertise of "Office Works" expert Julie Crisara with the powerfully functional $5.5 million dollar sales person Rick Picard with Joe Crisara as the moderator. Watch and learn how to "Tee It Up" for your sales team . . . keep reading
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DOWNLOAD: "REAL" Presentation & Evaluation
By Joe Crisara
This is a REAL LIFE presentation made by an actual technician who was educated in our Toltal Immersion system. This is a two page file which includes a presentation which the option that was chosen was circled as well as the REAL evaluation form filled out by the tech after the call. This tech in particular sells well over $1 million oer year using the system. Though there are flaws in the way it was created it still sold. . . . keep reading
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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. . . . keep reading
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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. . . . keep reading
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VIDEO: Hour of Sales Power - Total Immersion Attendee Interview
By Joe Crisara
In this segment of the Hour of Sales Power we interview some of the attendees of the Total Immersion Summit that was held in Los Angeles in March 2008. These frontline sales people share with you what they think are the most important lessons they have learned from the training that they have attended. . . . keep reading
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VIDEO: Diagnosing Systems To Create Options
By Joe Crisara & Rick Picard
This Hour of Sales Power featuring Joe & Rick is focused specifically for electricians and how they can diagnose in a way that will help them create options for customers when making a presentation for customers. They go over the 6 things to consider when diagnosing before looking for the problem. Although it is slanted towards electrical, the info will work for any trade. . . . keep reading
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VIDEO: Hour of Sales Power - Electricians Overtime
By Joe Crisara & Rick Picard
This is a 60 minute overtime by popular demand of our Hour of Sales Power featuring Joe & Rick as well as electricians and Contractorselling.com members Gabe from Friendly Electric in New Jersey and Bill Jones of Jones Services, who is also an electrical contractor from New York. They talk about selling options for electrical . . . keep reading
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VIDEO: The Science Of Building Scripts - Part 1
By Julie & Joe Crisara
This is PART 1 of an Office Works video featuring Julie and Joe sharing the 12 Laws of Persuasion and how they apply to a CSR. They go over each law of persuasion and touch base a little bit about their application. These priciples can make the difference between being an effective member of the customer service team or just another victim of an angry customer. Watch and enjoy . . . keep reading
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VIDEO: The Science Of Building Scripts - Part 2
By Julie & Joe Crisara
In PART 2 of this Office Works video Julie and Joe go over how to apply the science of persuasion in your main script when answering the telephone. They go over the script on a line-by-line basis and examine how each turn of phrase can be critical in your customers decision whether to use your company or not . . . keep reading
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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 . . . keep reading
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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 . . . keep reading
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The 21 Secrets of Superstar Contractors Intro Video
What is a superstar company? You probably have seen them in places like trade magazines and the like, but mostly they operate under the radar and cannot be easily seen by the untrained eye. Being a student of what makes a service contractor an icon or superstar in their market, I have been very fortunate to be able to have learned from some of the best. In my travels I have seen and worked in many of these companies that truly march to the "best practices" beat. . . . keep reading
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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 . . . keep reading
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VIDEO: The Language Of Dispatch
By Julie & Joe Crisara
In this segment of Office Works featured on ContractorSelling TV we discuss the imprtance of using the language that dispatchers commonly use to communicate more effectively with techs and sales people. We also cover the importance of following the principles behind why this system works . . . keep reading
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Hour of Sales Power: Closing When Prices Are Double
Joe, Rick & Justin
This video of a recent Hour of Sales Power features Joe interviewing both Rick Picard and a tech named Justin from Memphis Tennessee who achieves some excellent results using our Total Immersion System. They discuss some recent situations where their price was more than double the next competitor and still managed to sell it easily with a happy customer . . . keep reading
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DOWNLOAD: Your Losses Demand Additional Sales
By ContractorSelling.Com Member Julie Crisara
Lost profit occurs daily when jobs are not calculated correctly, materials are damaged or stolen, or un-applied labor is allowed to go unchecked. Look at the chart and note how much harder it is for a low profit company to absorb a loss than a profitable one. How much in additional sales do you need to make up . . . keep reading
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VIDEO: Zero Tolerance For Turndown - Part 1
By Julie & Joe Crisara
This video is part one of a 2 part series on implementing an "Zero Tolerance" policy for turndown on service calls. This is powerful moment that can really help the success of your service team. A zero tolerance for losing customers policy creates the expectation that we will not lose jobs. Also we need to understand that this does not mean lowering your price to get the work. . . . keep reading
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VIDEOS: Total Immersion April 2008 Presentations
This is a video juke box of the recent Total Immersion attendees doing their final sales presentations and their subsequent objection handling. Watch each attendee and their attention to detail in following the various steps of the sales process. One of the most remarkable things that all attendees have shared is their increased ability to handle and turn objections into sales. . . . keep reading
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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 . . . keep reading
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VIDEO: Zero Tolerance For Turndown - Part 2
By Julie & Joe Crisara
This video is the second part of a 2 part series on implementing an "Zero Tolerance" policy for turndown on service calls. This is powerful moment that can really help the success of your service team. A zero tolerance for losing customers policy creates the expectation that we will not lose jobs. Also we need to understand that this does not mean lowering your price to get the work. . . . keep reading
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VIDEO: Post Meeting Hour of Sales Power Call In Q & A
By Joe Crisara
This is an amusing and informative segment that occured after a recent Hour of Sales Power national sales meeting. We just threw open the phone lines and let people ask their most challenging questions. Joe and Rick discussed these issues and others that seriously impacted the sales results of these contractors, their sales people and techs. Enjoy this segment. . . . keep reading
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VIDEO: Morey San Diego Living Feature Video
This video is from a friend of mine Jeff Morey or Morey Plumbing, Heating & Air. His company was featured on a local news show called "San Diego Living" which features a new local business. Jeff did a great job of being media friendly which in turn gave him some built in credibility. Media opportunities like this are all around us if we look for them. . . . keep reading
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VIDEO: Office Works TV - Getting a Referral Flood
By Julie and Joe Crisara
This segment of Office Works TV was broadcast LIVE via streaming TV. In this segment we talk about how it is everybody's job in the company to get customers to give you referrals. We discuss the difference between getting lucky with word of mouth and referral systems. This may be the most important marketing video you will ever watch. . . . keep reading
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VIDEO: Hour of Sales Power - Total Immersion Contractors
By Joe Crisara
In this segment we interview four powerful contractors who chose to attend the Total Immersion Summit that was held in Los Angeles in February 2008. These frontline sales people share with you what they think are the most important lessons they have learned from the training that they have attended. . . . keep reading
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VIDEO: Office Works TV - Dispatch The Perfect Storm
By Julie and Joe Crisara
This segment of Office Works TV was broadcast LIVE via streaming TV. In this segment we talk about the dispatchers role in communicating with everyone in the company. In the Perfect Storm, which is the fatal triangle that happens when the right information must be given to customers, techs, sales people and the owners, the dispatcher mus be careful to give the right info at the right time. . . . keep reading
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VIDEO: Hour of Sales Power - Handling Frugal Buyers During a Slowdown
By Joe Crisara & Rick Picard
In this segment called, "Handling Frugal Buyers During a Slowdown" we talk about how to handle buyers who seek to get discounts or low prices during a slow economy. This is our famous Hour of Sales Power which was broadcast via LIVE streaming TV. Watch and see how to sell your quality when your business is traditionally slower. . . . keep reading
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LIVE: HVAC, Plumbing & Electrical Sales Training & Coaching
This is an EXCLUSIVE Members Only LIVE Total Immersion Sales Summit coaching session with the participants after the sales meeting. This is a coaching session where you will see each of our students give their results and thought after being totally immersed in the ContractorSelling.com system with Uncle Joe. Only you as a member of ContractorSelling.com can now watch and listen to the only LIVE TV sales training on the internet today. Tune in to training now. . . . keep reading
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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 . . . keep reading
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VIDEO: Hour of Sales Power - Stopping Buyers Remorse
By Joe Crisara & Rick Picard
In this segment called, "Stopping Buyers Remorse" we talk about how to avoid losing a job after it was apparently sold. We also touch base on how collecting payment plays into this as well. This is our famous Hour of Sales Power which was broadcast via LIVE streaming TV. This meeting was held with Joe in Austin, Texas while on the road. Watch and see how to solidify your sale. . . . keep reading
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VIDEO: Office Works TV - A Profitable Staffing Strategy
By Julie and Joe Crisara
This segment of Office Works TV was broadcast LIVE via streaming TV. In this segment we talk about the different strategies to add people to create production or to cut people to lower overhead in all areas of a contracting business, internally in the office and also in the field. More importantly WHEN to implement this plan and how it affects your profit. Learn how help your employees create value to your organization by having your staffing strategy ready to implement at a moments notice so they can help you stay busy and be productive year round. . . . keep reading
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VIDEO: Hour of Sales Power - The Closing Funnel
By Joe Crisara & Rick Picard
In this segment called, "The Closing Funnel" we talk about the different times during a call when the client is giving signs that they want to buy. This is our famous Hour of Sales Power which was broadcast via LIVE streaming TV. We show you how to put the customer into the vortex that causes them to close themself so you don't have to. . . . keep reading
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VIDEO: Office Works TV - Persuasive Questioning Skills
By Julie and Joe Crisara
This segment of Office Works TV was broadcast LIVE via streaming TV. In this segment we go over how persuade customers, employees, bosses and co-workers to accept your ideas in a way that makes them feel that your idea was actually THEIR idea. If you have a challenge in getting people aligned with your ideas this will help you tremendously. Learn how to persuade others who don't want to be persuaded and get your work and your ideas noticed by those who count, while creating a positive change for everyone. . . . keep reading
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ContractorSelling BLOG
