Your Next Million In Maintenance Agreements
Are you a service technician or a Janitor? This webinar was recently broadcast with help from Adams hudson and The HVACR News publication in October of 2011. In the program Joe Crisara goes over how to take "routine maintenance calls and them into revenue generating opportunities . . .
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VIDEO: Member Case Study - Rodney Koop of Masingill Clean Air
This is a video case-study of hvac and IAQ service contractor Rodney Koop who has been a longtime member of the ContractorSelling.com program. Host Tom Peric interviews Rodney about his struggles and his eventual success in his contracting business. Rodney shares with us the fact that his wait to go through the Total Immersion sales training cost him $10 million in lost sales . . .
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VIDEO: Customer Service For Techs with Steve Coscia
This video is an interview Joe Crisara was granted with service contractor technician customer service expert Steve Coscia author of the book "HVAC Customer Service Handbook: How to Stay Cool when Customer get Hot." Steve gives Joe some great, solid tips that you can use to help your techs improve their service skills. This is a great video to use for an idea starter or for a service meeting. . . .
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VIDEO SERIES: Joe Crisara Interviews Clotaire Rapaille
This video features Dr. Clotaire Rapaille in an exclusive interview with Joe Crisara that he granted with ContractorSelling.com in Tuxedo, New York. Rapaille's approach is unlike any other research in the marketing world. He reveals insights as to why we buy things that go back as far as our early memories of our childhood. In this talk he speaks directly to service contractors and the code to selling in the home. . . .
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VIDEO: Selling the Brand Of YOU with Drew Cameron
For many years contractors have been brainwashed into thinking that selling and promoting a particular brand name of equipment is the key to success. How can you say you have had enough of promoting your vendors brand and start building your brand? Drew offers some very interesting insight on how to do just that. Watch this video to become an icon in your market. Learn how to differentiate and sell the brand of YOU! . . .
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Sales Team Video: Setting Second Appointment
This is our first Sales Team Coaching Meeting on September 8th, 2010. In this session we discuss how to determine the presentation timing. Also the coaching turned the direction of setting up the date to make a presentation and also what impact your ability to connect and create magic moments has on the customers desire to purchase. . . .
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VIDEO: L.A. Spring 2010 TI Coaching Calls
This is a video jukebox of the first two coaching calls being held with all of the attendees from our Total Immersion Sales Summit in Los Angeles in the spring of 2010. You will listen to the stories of some of the powerful students whose results will make you do a double take. In fact, one student reports that they sold over $50,000 in the first three days back from the training. . . .
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VIDEO: Member Case Study - Brad & Sarah Casebier of Radiant Plumbing
This is a video case-study of plumbing service contractor owners Brad & Sarah Casebier who have been longtime members of the ContractorSelling.com program. Host Tom Peric interviews them about what it took to convert their construction and remodeling business and turn it into a service plumbing powerhouse complete with high performing service techs. . . .
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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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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: 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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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: 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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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: 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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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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NEW VOCAL RE-MIX! Total Immersion Music Video
Written & Performed by Joe Crisara
This is the NEW Total Immersion Theme Song which was inspired by all the students who have come to our sales training and succeeded by achieving their goals and making their dreams come true. The video features many photos and shots of our students, the locations and all the gala and fun . . .
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VIDEO: Lesson 6 - "Creating Option Packages"
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 "Creating Option Packages" . . .
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VIDEO: How Your Beliefs Create Your Results
This is an inside look at how you have arrived at where you are now in both your job, your sales and in your life. In this segment I will challenge your thoughts and perceptions about what you think is or isn't possible for you to achieve in your career and in your life. Make no mistake. This segment can be a "lights on" experience for you. . . .
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VIDEO: Lesson 1 - Service Tech Sales Training - "Convince Me Step" Repair Calls
By Joe Crisara
This is our first Total Immersion video lesson & worksheet. This is intended for you to use at sales or service meetings with your frontline people. Print out the worksheet and then watch the video instruction. You can then role play the segment to perfect your skills. This first step is called the "convince me" step. This is a critical point . . .
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VIDEO: The Law Of Dissonanace
This video was filmed at our Total Immersion Summit in New York in August 2008. The segment features Joe talking about how to use the law of dissonance to your advantage. The law of dissonance is the powerful principle that creates commitment and agreement that can be used later to allow your buyer to sell themselves. . . .
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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. . . .
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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 . . .
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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 . . .
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VIDEO: How Many Cards Do You Have?
By Joe Crisara
This is a Total Immersion Replay called "The Card Trick." In this pre-recorded segment, Joe shows the Total Immersion participants how to guide your buyer to the choices you want them to make. The card trick illustrates how selling is just a matter of looking at the same cards a different way. Watch and learn how you can change your customers focus when you need to do so. . . .
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VIDEO: Total Immersion May 2008 LA 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. . . .
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VIDEOS: Total Immersion May 2008 Baltimore 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. . . .
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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. . . .
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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. . . .
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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: 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. . . .
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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. . . .
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VIDEO SERIES: Oldest AC Contest News Footage
By Joe Crisara
These are the series of videos from a contractor in Florida who ran a very successful "Oldest Air conditioner" Contest. The contractor, Jim Pomroy from Gator Air in Bradenton, Florida asked me to critique his press releases last spring. He started by using the press release format in our Oldest Furnace Contest part of the site. I called him to tell him . . .
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VINTAGE VIDEO: Selling As a Career
By Jam Handy
Although it's not really going to put the "Boiler Room" or Glengarry Glen Ross" people out of business, this vintage overview of what you can expect if you choose a career in selling does have it's laughs taken in contrast with the information available today. Oddly, some of the priciples apply such as keeping track of your activities. . . .
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VIDEO: Vintage Movie - Things people Want
This a vintage movie made in the 1940's about a young sales rep learning how to sell. One of the funiiest things is the presence of John Forsythe who starred in the TV drama Dynasty. If you listen and watch there is a lesson for all of us to just listen to what our customer wants BEFORE we start to find solutions and present options. Watch and enjoy. . . .
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VIDEO: Giving Your Customers the Freedom To Choose
By Joe Crisara
In this "Smart Moves" video shot live from in front of the Lincoln Memorial in Washington D.C. Joe illustrates a point about giving your customers the freedom to choose from your best and also the most economical options. Lincoln was a great believer in all men being created equal. Your belief that all customers should get an equal opportunity to choose your services are one on the main keys to success. . . .
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VIDEO: The Answer To Your Customers Test: A Question
By Joe Crisara
Let's face it the answer to all questions is really a question. What I mean is that somewhere inside the customer already knows the answer to the question they are asking you. They just want to see what you take on it is. Basically they are testing you to see what you know and ho good your are. If you are like me, you prefer to take that kind of test after you have already looked at the answers. . . .
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VIDEO: Response-Ability -Live from Washington D.C.
In this "Smart Moves" video shot live from in front of the White House in Washington D.C. Joe illustrates a point about the need to take response-ability for your sales results. Simply put, the best results are gained by having the ability to respond in key situations. This is the paper thin difference between success and failure many times.
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VIDEO: Contracting INSIDER - Mike Medaglia
Contracting INSIDER is a an exclusive feature. We include interviews with some of the most successful people in the industry today. This Insider interview features Successful contracting business owner, Mike Medaglia of Water Works Plumbing, Heating and Air located in Washington Township, New Jersey
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VIDEO: Persuasive Selling
Persuasion happens on every sales call. Either the client persuades you that they would be better off not buying services and products from you or you persuade them that they would benefit. There is no denying that persuasion in the cornerstone of all sales. In this rare interview with Robert Cialdini who is regarded as one of the founding fathers of the study of human behavior regarding sales and marketing, . . .
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VIDEO: Smart Moves Sales Tip - Don't Be a "Carpetbagger"
By Joe Crisara
This is a "Smart Move" Sales Tip video by Joe Crisara from Contractor Selling.Com. One of the biggest mistakes that you can make is to give too much information to your customer on the first part of your call. In this video which was shot live from Savannah Georgia, Joe explains that in . . .
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VIDEO: The Sales Buzz - How To Avoid Fatal Sales Management Pitfalls Part 3
By Bill Brooks
Bill Brooks talks about sales management and how to avoid serious problems in managing salespeople. This is part three in a series that will provide you with a unique and honest insight into sales management and the mistakes that most people make and also what can make you more effective. Listen and learn about how to expedite the sales process in a high profit business. . . .
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VIDEO: The Sales Buzz - How To Avoid Fatal Sales Management Pitfalls Part 2
By Bill Brooks
Bill Brooks talks about sales management and how to avoid serious problems in managing salespeople. This is part two in a series that will provide you with a unique and honest insight into sales management and the mistakes that most people make and also what can make you more effective. Listen and learn about how to deal with operational issues in a high profit business. . . .
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VIDEO: The Sales Buzz - How To Avoid Fatal Sales Management Pitfalls Part 1
By Bill Brooks
Bill Brooks talks about sales management and how to avoid serious problems in managing salespeople. This is part one in a series that will provide you with a unique and honest insight into sales management and the mistakes that most people make and also what can make you more effective. Listen and learn about the importance of evaluating the impact of the sales manager in a high profit business. . . .
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VIDEO: Contractor Sales Training - Getting Referrals
By Joe Crisara
Enjoy this video by Joe Crisara from Contractor Selling.Com. One of the most important things you can do to increase your HVAC, Plumbing & Electrical sales results. And that is to find the right customer to sell to. Many people doubt the validity of getting referrals as an actual mix of their marketing. By accident, many people get referred by customers that love them. . . .
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ONLINE SEMINAR: The Secret Art Of Managing Your Boss
By Brendan Connelly
Sit Back and relax while you listen to this amazingly good video on how you as an employee can add value to your Boss and in turn be worth more to them. Manay times I hear from techs and salespeople how they need to make more money or get a raise. This semminar outlines how to build value in your role at work so your BOSS thinks you're worth more too. . . .
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