Don’t always pull out the pricelist. Sometimes, the correct response to your customer is to simply listen and say “OK.” Steve Mores explains as he continues the discussion on selling IAQ during planned maintenance calls.
How can you drive offseason revenue, one of the most frequent problems for contracting companies? Take advantage of those planned maintenance opportunities. Weldon Long and IAQ expert Steve Mores discuss a few strategies for boosting revenue through IAQ and accessories on this week’s show.
Your prices are too low. This week, we talk about how to charge the higher labor rate you need to be profitable. And how, by delivering on your brand promise, your customer will be more satisfied as a result.
Your sales secret weapon? 3rd party validation. That’s how to get your customer focused on something besides price and start building trust and rapport. Weldon Long explains in the latest episode of Cracking the Code.
Testimonials and guarantees can build authority and trust with your customer. This week, Weldon Long explains how to leverage them to selling more effectively, and talks about the HVAC scholarships now being given out by the EGIA Foundation.
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?
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.
To effectively sell, you need to have faith. But how do you develop faith in yourself, your products and your services?
In a special episode of the Contractor Coffee Club, Mark welcomes Bruce Matulich, chairman of the EGIA Foundation. Bruce discusses the mission and activities of the nonprofit, dedicated to turning around the industry's workforce shortage.
Everyone has room for improvement, at work or in their personal lives. Anyone could book one more call, close one more sale. But how do you change well-established habits?