Step one of the sales process is designed to do one simple thing: create a sense of trust so the homeowner will relax, ease up on the suspicion, and let you do your job and help them. ...
Question: My salespeople close at about 35-40%. I really feel they’re wasting a lot of my leads. I pay them good commission. Do you have any ideas on how to get my closing rates higher?
How can you build trust with a suspicious homeowner? How can you ensure your prices are perfectly set to balance profitability and customer-appeal? How can you adapt your sales process to millennials and other generations?
During the no-heat calls that will pour in during the winter, it's more crucial than ever to have established rules for when to recommend repair vs replace -- and to ensure every tech ...
Question: Is there a guideline for my marketing budget as a percentage of total revenue if I’m not doing demand service?
Employee reviews aren't some worthless obligation. In fact, when properly undertaken, they have tremendous value. ...
Question: Should service employees get hourly or performance-based pay?
In the final episode of Contractor Coffee Club, Mark Matteson concludes his series on sales by explaining how to overcome sales objections -- and why objections may not be such a bad thing.
Not all millennials are the same, but there are some oft-shared common traits you should be aware of when trying to sell to them -- such as a commitment to social value. ...
Question: Which factors are considered when determining holiday bonuses?
Question: Regarding ride-alongs with a comfort advisor, can you give us some ways to explain the additional person to the homeowner? We have done this in the past and found it to be a bit awkward.
The new year is here. What do you want in the next year -- in terms of your business's progress, your personal results, your income and beyond.
The EGIA Foundation Scholarship Program, established to recognize the excellent and deserving students seeking careers in HVAC, is now accepting applications for its annual scholarship program, which provides $2,500 individual awards to students nationwide.
Question: How should we compensate our managers?
To effectively sell, you need to have faith. But how do you develop faith in yourself, your products and your services?