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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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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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ARTICLE: 7 Mistakes Of Bad Sales Managers
By Joe Crisara
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? . . .
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DOWNLOAD: Heat Exchanger Condemn Policy
Heat Exchanger Condemn Policy - Safety is one of the primary considerations when performing a pre-season maintenance on furnaces or boilers. When a tech finds a fault in the heat exchanger this can be a stressful time for everybody concerned. This policy must be modified to match your company procedures and to provide assurance to the tech and the customer that the company has thought about dynamics of this situation. . . .
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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: Sales Call "Priority Alert" Opportunity Board
This is a "Priority Alert" board or a poster to help dispatchers and sales coordinators schedule the best opportunity for the sales people to be in front of a customer who will buy. When deciding which call to choose. Always choose the best opportunity for the company and the sales person to be successful. Calls with no decision maker present or if they are not sure when they will do the work tend to be place at the bottom. . . .
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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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ARTICLE: 7 Reasons Why Your Sales Results Suck
By Joe Crisara
First of all, let's face it, I use that word to get your attention and now that I have it let me explain. When any frontline sales professional in your company does not produce the results needed to pay for all the overhead, benefits, pay, education and everything else needed to pay for there fair share of these expenses, then they are "sucking" these valuable resources at the expense of other employees who ARE pulling their weight. . . .
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ARTICLE: The Mistake of Multi-Tasking
By Tom Richard
After running a high-end business for over a year, I had things running exactly the way I wanted, with a high sales volume to prove that things were as they should be. Yet this unhealthy sense of control couldn't last forever. Eventually, I was required to leave my store for two whole days to attend a company-mandated training session in St. Louis. Being the first time in over six months . . .
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E-BOOK: Retaining Customers By Handling Concerns
Sometimes in our busy day to day struggles to run a contracting company we lose sight of the importance of keeping customers happy to the degree that they will return. This leads us to the question of how important is it to know how to handle disgruntled or dissatisfied clients. Well. We can start with the premise that customers are the primary reason for us being in business to begin with. . . .
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ARTICLE: 3 Tips To Uncover What Motivates Employees
By Joanna Brandi
Want To Motivate Employees? Here are 3 tips for uncovering what really turns them on according to workplace happiness and customer care expert JoAnna Brandi, one of the top challenges in any business is helping frontline employees to get and stay motivated as they build customer relationships, customer satisfaction and customer loyalty. She offers managers three tips . . .
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Now Hold Your Sales or Service Meeting Via Teleconference!
By Joe Crisara
Have you ever thought of holding a company sales, service or internal staff meeting via phone in tele-conference? If not, think of the cost savings that this tool could be to supplement or replace your live meetings. Imagine you holding a CSR & Dispatch meeting with the entire staff WITHOUT them having to actually be present. The same with salespeople or techs! Here is the new tele-seminar service and the features that you will love . . .
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ARTICLE: Why Are My Employees Acting This Way?
By Joe Crisara
Everybody is eventually faced with personal crisis in their lives. For some, these emotional turning points can manifest itself in bad behavior at work. Sometimes stress, as a result of catastrophic changes in the personal or professional lives of your people, can show up in different ways. To you the owner, this looks like Trucks trashed with garbage every night . . .
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Ten Ways to Avoid Price Objections
That's right, the natural laws come into place here. In the world today the buyer will either force you to either provide more value to get the price you need. Or they will force you to lower your price if you refuse to raise your value. There is no doubt& Without value-added components, any product or service can be driven down to the most bottom line - price. . . .
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DOWNLOAD: Contracting Business Confidential HVAC/PE Employee Job Satisfaction Survey
You want the truth? If you are like many contractors, you can't handle the truth. Why is it that we have such a hard time attracting new employees to work for us yet it never seems to occur to us to ask the very people that could shed light on the problem. Many contractors just suffer in stoic silence as they lose potentially great, profitable employees. Use this confidential survey to find out what is really going on. . . .
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ARTICLE: Drop Your Baggage and Chase That Money!
By Tom Richard
The rain was coming down hard as my flight landed at the airport. I had been running a seminar all day in New York. It was late, I was tired, and I wanted to find my car quickly to get home to my family. As I walked through the airport garage, something on the ground caught my eye. It looked like wadded up money. Curious, I crept up on the crumpled paper . . .
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ARTICLE: Contracting Management Principles Disarmingly Simple
By Joe Crisara
Managing a contracting business is one of the most challenging and un-rewarding jobs that anyone could ever wish on a person. That is, if that person is left untrained and un-empowered to be successful. The biggest problem stems from the vast amount of things that happen on a day-to-day basis that come at you from the side. The job is much easier when you consider a basic principle of management. What is this magic principle that will make it so easy? . . .
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AUDIO: NEW! LIVE Total Immersion Coaching Sessions
This is a "Juke Box" of live audios that have been recorded during coaching sessions with the participants of the Total Immersion Summit sales training. You will hear real techs and sales people tell their stories of how they have struggled and also succeeded using the Total Immersion System. Understand that this is unedited so it may be a little rough. . . .
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SALES LETTER: Have You Fired Us?
By Joe Crisara
A couple of days ago a prospective contractor member named Martin Hoover emailed me. He asked me if I had any sales letters he could send to his old clients who stopped doing business with him. He said if I had anything in my "vast archives" that I could give him that he liked, he would then join our platinum membership here at ContractorSelling.Com as his reward to me. Needless to say Martin Join our site today. If you need anything please challenge me. . . .
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Management 101: NBC's "The Office" Shows Us How Not To
By Joe Crisara
In case you a hard working contractor and don't get the chance to watch too much television, you may want to tune in to the NBC sitcom, "The Office" for a lesson in management. You will learn to hone your management skills by seeing what NOT to do as you watch the many accidents waiting to happen as the team from the fictional "Dunder Mifflin" paper company fumble there way to mediocrity. . . .
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AUDIO: Rick Picard - How "$4 Million Dollar Man" Kills Holiday Slumps & Year End Results Review
By Joe Crisara
This telelseminar held on December 21st, 2006 with my great friend Rick Picard was a smash hit and possibly the best information on sales I have heard yet. Rick who is a residential comfort advisor that follows our "Total Immersion" sales system and now sells $4 Million Dollars a year in residential replacement sales with no new construction. Rick simply takes responsibility for EVERYTHING that happens on his calls and DOES NOT blame customers, the holidays or anything else . . .
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VIDEO: The Michael Jordan "Failure Story" - A Clue To Your Success
By Joe Crisara
This video is a paradigm shifting way to look at failure. If you know how others or yourself have failed, then all you have to do is the opposite of what failed and it will usually lead to success. Of course the definition of madness as we know it is to do the same thing that is failing over and over and expecting a different result. Watch this video on the "failure" of Michael Jordan . . .
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ARTICLE: Employee Bonus Plans: Part 1
By Julie Crisara
The new millennium is here and your employees want to know, "What's in it for them?" This cry for recognition seems like a new phenomenon, but upon closer exam is really an age old problem. How do we compensate everyone in the company for superior results? Not just field employees but office and internal staff as well. This is the beginning of a series of dialogue we will continue on this subject. . . .
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Dealing With Callbacks In The High Performance Environment
By Julie Crisara
I frequently get asked by many of our clients about how I suggest dealing with callbacks covered by another tech in terms of an incentive plan. Now that their techs are hot on the trail of a bonus in this high performance contractng world, they are complaining about covering other tech's callbacks - Oh my, every solution seems to create another problem. The obvious answer would be to send the same tech on his own callback, but we all know this doesn't exist in the real world of HVAC/P. So I have two other suggestions . . .
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DOWNLOAD: Weekly Management Summary Report
The weekly management summary report is a snapshot of how the company is operating each week. Just assign different reports to your key people do generate each week and have each department or manager to fill in the appropriate information. Running a service company without this imprtant information is like driving a car without a steering wheel. If you find that your company is off course from the goals you have set, then adjust each week and improve in the areas needed.
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ARTICLE: The 4 Elements of Contractor Service
By Joe Crisara
There are four elements in every contractor service business that you currently sell. Understand these are the foundation of service success. If we knew what customers wanted we could more easily provide it to them. That is why understanding these elements are so important. Read them here... . . .
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ContractorSelling BLOG
