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SERVICE TECHS - What minimum sales revenue goal does your company expect from you every week?
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View Survey Results
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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. . . .
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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. . . .
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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 . . .
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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: Total Immersion Success Organizer 2010
This file contains one of the most powerful management tools we have ever found in helping techs and sales people keep themselves accountable for their financial results. This calendar allows the sales or service manager to look at the last week, month, quarter or year for trend that are occurring with their staff.
Simply have your techs or sales people track their activities daily. . . .
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Secret #1 The "Convince Me" Step
The first step is a very subtle skill in that the sales person must remain unconvinced that the customer is a fit for their service. In this step you must get the customer to convinve YOU that they need you. How? Just listen and find out. . . .
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AUDIO: OFFICE WORKS 1 - CSR-DISPATCH SYSTEM OVERVIEW
Julie Crisara
This is an audio replay of our first CSR & Dispatch radio show called Office Works. This show had over 1200 listeners as we announced the show only to our list. Now as a valued member you have exlusive access to the audio replay. This is a great way to train a new CSR or Dispatcher on your vision of success . . .
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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 . . .
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DOWNLOAD: Do It Now Or The Competition Will e-Book
By Joe Crisara
Whether you have sales people who sell equipment or service techs really doesn't matter as long as the priority is on you moving forward by executing the solution people want as soon as the customer wants it. Adopting a "Do It Now" philosophy is the ultimate customer focused program that centers itself on heroic service that differentiates your company from your competitor as well as providing windfall profit and bonuses for everyone. . . .
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VIDEOS: San Antonio Fall 2009 Total Immersion Presentations
This is a "Video Jukebox" of all the Total Immersion attendees final presentation at the summit held in San Antonio fall 2009. All students do a great job of not only making a great presentation but also of handling a "6-Pack" of objections at the end. That is the challenge of attending Total Immersion. Real life objection handled in rapid fire fashion. . . .
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VIDEOS: L.A. 2nd Fall 2009 Total Immersion Presentations
This is a "Video Jukebox" of all the Total Immersion attendees final presentation at the 2nd summit held in Los Angeles fall 2009. All students do a great job of not only making a great presentation but also of handling a "6-Pack" of objections at the end. That is the challenge of attending Total Immersion. Real life objection handled in rapid fire fashion. . . .
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VIDEOS: Iowa Fall 2009 Total Immersion Presentations
This is a "Video Jukebox" of all the Total Immersion attendees final presentation at the summit held in Des Moines, IA fall 2009. All students do a great job of not only making a great presentation but also of handling a "6-Pack" of objections at the end. That is the challenge of attending Total Immersion. Real life objection handled in rapid fire fashion. . . .
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Customer Concerns System - Scripts-Forms-Procedures
Customer Concerns System Scripts-Forms-Procedures -- Use this entire customer concerns system to plug in to your business. This system allows your front-line office employees to handle any type of customer complaint on their own without getting the owner or manager involved. This turn key method empowers your employees to contribute by making customers happy immediately. . . .
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VIDEO: The Science Of Selling
Courtesy of the PBS series Frontline
Can marketers really get inside a consumer's head to influence the choice they will make? For market researcher Clotaire Rapaille, the answer is yes. He believes all purchasing decisions really lie beyond conscious thinking and emotion and reside at a primal core in human beings. As chairman of Archetype Discoveries Worldwide, he helps Fortune 500 companies discover the unconscious associations for their products . . .
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AUDIO: Hour Of Sales Power - Heading Off Objections
ContractorSelling.Com Members Exclusive
This is a ContractorSelling.Com members exclusive feature. You will only hear the most powerful sales people on the planet share their stories here. Make no mistake. This is a NO FLUFF zone that is not for the faint of heart. You will hear how millions of dollars in sales are rung up by these professionals. Listen in as the "$4 Million Dollar Man" and his cast of others share the secrets of selling success . . .
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VIDEOS: Delaware Fall 2009 Total Immersion Presentations
This is a "Video Jukebox" of all the Total Immersion attendees final presentation at the summit held in Delaware fall 2009. All students do a great job of not only making a great presentation but also of handling a "6-Pack" of objections at the end. That is the challenge of attending Total Immersion. Real life objection handled in rapid fire fashion. . . .
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VIDEOS: L.A. Fall 2009 Total Immersion Presentations
This is a "Video Jukebox" of all the Total Immersion attendees final presentation at the summit held in Los Angeles fall 2009. All students do a great job of not only making a great presentation but also of handling a "6-Pack" of objections at the end. That is the challenge of attending Total Immersion. Real life objection handled in rapid fire fashion. . . .
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VIDEO: Interview With Contractor Doug Clay
In this segment of the Hour of Sales Power Joe interviews service contractor Doug Clay about how he uses the Total Immersion Sales process to vault his company and himself to create higher revenue and profit. Doug talks about his experience in learning the material and how he continues to use his creativity to keep the approach fresh. We also take phone calls from listeners . . .
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DOWNLOAD: 15 Golden Rules Of Dispatching
By Julie Crisara
The Dispatcher's Golden Rules are the fundamental basis on which the Dispatcher's Job Description Contract is based. On the following pages, we will go over each golden rule to try to explain why these rules are important. Keep in mind that there are other rules to be followed as well. The Golden Rules are just job priorities that must be met by the Dispatcher day in and day out. These rules must be reviewed and used by the Dispatcher daily. . . .
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You Did A Great Job, But We Want To Think It Over
Most prospects try to get rid of the salesperson when they have not heard what they were hoping to hear from them. Sometimes this starts with a statement such as, "You were the best salesperson we've seen, we just need some time to think it over." . . .
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DOWNLOAD: (Revised) Verbal Packaging For Equipment
By Joe Crisara
This list was put together from the "Hour of Sales Power" weekly sales meeting participants. This document illustrate some ideas on how to "re-package" the typical trade jargon descriptions of a product or service to make it sound more valuable to the buyer. Add your own unique descriptions to the list to create more. This has been recently updated to reflect the newest ideas . . .
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Selling "Bean-Counters" on Sales Improvement
I received a desperate sounding phone call last week from a sales manager at a service company in the mid-west. He informed me that he thought our material was great and that he wanted to send several techs to our upcoming fall Total Immersion Summit and 5-Week after coaching experience but there was one problem. When he tried to raise the prospect of his techs, sales people and himself attending to the CFO . . .
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VIDEO: Members Call In Show
This video features ContractorSelling.com members calling in to talk about some of the challenges and strategy behind creating great sales results. Listen and learn from the experiences that others have gone through to create success for their business. Tech versus sales people selling is talked about here as well. . . .
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VIDEO: Contractor Sales Training - Immune To The Word No
I have been very fortunate in my travels as a national HVAC, Plumbing & Electrical sales trainer to have some pretty brilliant students who achieve millions of dollars per year in high end sales results. One of the most common themes that run through these special over achievers is their immunity to the word "NO." When I ask them if there is one thing responsible for the success they have, they have all told me . . .
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VIDEO: How Your Website Can Generate Leads
Here is a great video interview featuring contractor website consultant Aaron O'Hanlon of Footbridge Media. In this video he talks about some of the things needed for contractors to be able to get actual leads and service calls from their website. Watch this informative video and see if your website measures up. . . .
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VIDEO: $5 Million Dollar Man Reveals His Process
In this segment of the Hour of Sales Power Rick and Joe talk how Rick discovered the Total Immersion Process and how he uses every part of the system to his advantage. Rick talks about his experience in the early stages of learning the material and some of the fears and resistance he had to overcome to eventually become a legend in the contracting industry. Enjoy this unique insight of a sales champion . . .
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VIDEO: Power Profit Pricing
In this segment of the Hour of Sales Power Rick and Joe talk about advanced pricing strategy. How many times have you looked at a given job and tried many different ways of pricing it but still felt uncomfortable knowing that you had the RIGHT price. Rick and Joe talk about the pitfalls of pricing the job wrong and talk about a way to price jobs so your profit is safe but you are still competitive. . . .
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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: Contracting Business Analysis - Organizational Snapshot
Use this detailed but powerful checklist question format to reveal to you as a contracting business owner what are the key areas in your company that hold you back form becoming a "world class" organization. Also take the time to look at the current status and learn from some of the questions that are asked in the second part of this questionnaire as well. This helps you learn about your company and yourself. . . .
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VIDEO: Being Self Aware - An Honest Look At YOU
By Joe Crisara
This is an Hour of Sales Power titled, "Being Self Aware - An Honest Look At You." In this segment Joe discusses how your ability to look at yourself and how weel you are following the sales process is a key to your success. Rick is on vacation this week and so Joe goes one-on-one with viewers. . . .
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VIDEO: Mistakes Of Self-Centered Sales People
In this segment of the Hour of Sales Power Rick and Joe talk about the common mistakes made by the self-centered sales person. In this segment we discuss how a sales person who is NOT customer focused will be at a disadvatage. Many sales people unknowingly makes these classic mistakes. Watch as we show you how to avoid the mistakes that are made everyday by those who struggle. . . .
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AUDIO: Generate More Leads For Your Company
Tele-Seminar With Aaron O'Hanlon
By Joe Crisara
Contractor website consultant Aaron O'Hanlon of Footbridge Media is our guest in a fun and informative teleconference designed to help you avoid the biggest mistakes that contractors make when building their websites. Has the internet become the new yellow pages? For many contractors the internet has already surpassed the yellow pages as their prime source for service calls and sales leads. . . .
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VIDEO: Handling "One-Legged" Sales Calls
In this segment of the Hour of Sales Power Rick and Joe go over how to handle "One-Legged" sales calls where only one decision maker is present. Learn how to break through this tough sales situation that usually results in having to wait for the buyer to think-it-over and call you back later. Watch as we show you how to close these calls effectively by taking control of this call. . . .
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VIDEO: New York Total Immersion After Coaching #3
This is a video recording of our second coaching call with our Total Immersion students from the Goshen, New York class. You will hear some pretty amazing stories of success and also some struggles of our students who all have a great attitude displayed during this session. Listen and maybe you can pick up a bit of what these students have recieved from our class. . . .
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VIDEOS: New York Total Immersion Student Presentations
This is a "Video Jukebox" of all the Total Immersion attendees final presentation at the summit held in Goshen, New York. All students do a great job of not only making a great presentation but also of handling a "6-Pack" of objections at the end. That is the challenge of attending Total Immersion. Real life objection handled in rapid fire fashion. . . .
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VIDEO: Electricians Hour of Sales Power - Kelly & Aaron
In this segment of the Hour of Sales Power Joe interviews kelly Ault and Aaron Simpson who are two electricians that discuss the challenges and opportunties that electrical contractors face each day trying to sell their services. Watch this first one-of-a-kind live interview to look inside the world of electrical contractors. . . .
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VIDEOS: Atlanta Total Immersion Student Presentations
This is a "Video Jukebox" of all 19 Total Immersion attendees final presentation at the summit held in Atlanta, Georgia. All students do a great job of not only making a great presentation but also of handling a "6-Pack" of objections at the end. That is the challenge of attending Total Immersion. Real life objection handled in rapid fire fashion. . . .
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VIDEO: Members Call In Show
This video features ContractorSelling.com members and Total Immersion attendees calling in to talk about some of the challenges and strategy behind creating results. Listen and learn from the experiences that others have gone through to create success for their business. Tech versus sales people selling is talked about here as well. . . .
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VIDEO: Opportunity On Maintenance Calls
iN this segment of the Hour of Sales Power Rick and Joe go over how to find opportunity and create suriosity in your customer on pre-season maintenance or planned service calls. Learn how to break the routine and create revenue while making your customer happier with the result of these calls. . . .
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VIDEO: Austin Total Immersion After Coaching #2
This is a video recording of our second coaching call with our Total Immersion students from the Austin, Texas class. You will hear some pretty amazing stories of success and also some struggles of our students who all have a great attitude displayed during this session. Listen and maybe you can pick up a bit of what these students have recieved from our class. . . .
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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. . . .
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VIDEO: Hour Of Sales Power - The Inside Game of Selling
This segment of the Hour of Sales Power was broadcast via LIVE streaming TV. This meeting was titled, "The Inside Game Of Selling - Using the 6 Weapons of Influence." We begin by exploring how your beliefs create your results and how some of the mental baggage you carry with you can sabotage your results. We finish with how to overcome . . .
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VIDEO: Hour Of Sales Power - The Power Of Choice
iN this segment of the Hour of Sales Power Rick and Joe go over how the choices your customer has made can provide the energy that communicates to you what solutions may be a fit for them. The power of customer choices is one of the high level non-verbal clues to finding the right code for making the right presentation for them. . . .
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VIDEO: Austin Total Immersion After Coaching #1
By Joe Crisara
This is a video recording of our first coaching call with our Total Immersion students from the Austin, Texas class. You will hear some pretty amazing stories of success and also some struggles of our students who all have a great attitude displayed during this session. Listen and maybe you can pick up a bit of what these students have recieved from our class. . . .
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VIDEOS: Austin Total Immersion Student Presentations
This is a "Video Jukebox" of all 19 Total Immersion attendees final presentation at the summit held in Austin, Texas. All students do a great job of not only making a great presentation but also of handling a "6-Pack" of objections at the end. That is the challenge of attending Total Immersion. Real life objection handled in rapid fire fashion. . . .
keep reading
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DOWNLOAD: Verbal Packaging Common Repairs
By Joe Crisara
This report will illustrate some ideas on how to "re-package" the typical trade jargon when describing some common heating repairs to communicate the problem more easily to the customer while also making it sound more valuable. As you start to use verbal packaging in your approach you will see that the first person who is sold on a higher value for each repair is you the tech or sales person. You must be sold first before you can present . . .
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VIDEO: Lesson 7 - "Verbally Packaging Options"
By Joe Crisara
This is part of our Total Immersion Sales Training Series. This lesson contains a video & worksheet. This is intended for you to use at sales or service meetings. Print out the worksheet, watch the video instruction & then role play to perfect your skills. This step is called "Verbally Packaging Options" . . .
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VIDEO: The FOUR BEES Of The Convince Me Step
By Joe Crisara
This Hour of Sales Power This week Rick and I discuss the FOUR BEES of The Convonce Me Step. Learn how to BE SKEPTICAL, BE A STUDENT, BE IN MOTION and BE DETERMINED. Unleash the full power of this powerful part of the Total Immersion program to get your buyer to sell you and you will be on your way to success. . . .
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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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ContractorSelling BLOG
