System Selling Sales Bytes®: Electronically-delivered “byte”-sized bits of information to help
sales people create more satisfaction and success for their customers, their companies,
and themselves.

 Welcome
by Tom Piscitelli

Do we get more when we pay more?

Apparently we think we do…even if we don’t. A new study by the California Institute of Technology suggests that our brain equates price with pleasure.

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• Closing the Sale: Eliminating Buyer's Remorse by Tom Piscitelli
• Is selling an art? Or is it a skill? by John Sedgwick
• HVAC Spells Wealth: You Deserve a 25% Net Profit by Ron Smith
• The Role of a Dispatcher - Final Dispatcher Thoughts by Ruth King
• Explain Your Price by Following the Basics by Patrick Carr
• Mr. Control Pro: Questions and Answers by Bill Ribble
• Air for Combustion and Ventilation a New Subject by Tim McElwain
• System Selling Lead Generation Marketing Tips by Tom Piscitelli
• * NEW * Service Roundtable Announces a Dealer Newsletter Offering for Members
• More

 Selling with T.R.U.S.T.®
by Tom Piscitelli

Closing the Sale : Eliminating Buyer’s Remorse

Buyer's Remorse is an emotional condition of remorse or regret after making a purchase. It occurs more often when someone purchases a high-ticket item. At its core is some doubt that the correct decision has been made. We have all felt this at some time.

The best course is work toward eliminating it from ever coming up. How?

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 Winning the Sales War
by John Sedgwick

Sales Strategies For Manufacturer and Wholesaler Salespersons

John Sedgwick is widely recognized as one of the country’s leading experts on HVAC distribution.

Is selling an art? Or is it a skill?

If selling is an art, that suggests that sales people are born with God-given talents that determine how effective they will be. And it implies that "you've either got it (talent) or you don't".

And if selling is a set of skills, that suggests that anybody could do it well if they just learned the skills and practiced until they could do them well.

Neither answer is satisfactory is it?

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 HVAC Spells Wealth: You Deserve a 25% Net Profit
by Ron Smith

How to Build and Manage a Highly Successful HVAC Residential Retail Business and Dominate Your Market

Chapter 6: Marketing Part 2: Understanding marketing principles and methods.

Before you do anything else, study your “competition’s” marketing programs. The competitors aren’t other HVAC contractors; they are the retailers in your area who sell cars, boats, jewelry, computers and on and on. These businesses are well-versed in how to get customers in their doors and we can learn a lot from them.

The next area to focus on is in generating internal leads.

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 The Role of a Dispatcher - Final Dispatcher Thoughts
by Ruth King

Ruth King is a nationally know HVAC Industry consultant. Her new Dispatcher’s Survival and Service Manager Survival audio CD’s are available by calling 800-511-6844 or sending an email to ( ruthking@hvacchannel.tv ).

Many times service technicians don't write work that might be done on a service ticket. They are afraid that the customer will think the bill will be too high, they don't believe in recommending issues that might cause breakdowns in the future (i.e. pitted contactors), or they are just being lazy.

By debriefing the calls and asking whether additional work might be done later, the dispatcher may trigger a thought in the technician's mind while it is still fresh from that call.

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 The Three Golden Rules of Selling
by Patrick Carr

Pat is currently the senior sales manager and sales trainer for one of the largest residential HVAC companies in the Chicago area.

Do the basics really matter? It is a question I’ve asked myself a thousand times when I’m tired and still have an sales lead to run, and then like a light bulb turning on I realize they absolutely matter, and they matter all the time! What the customer sees us do, and how they perceive us, explains why our price is what it is. What are the basics?

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 Mr. Control Pro
by Bill Ribble

Real world suggestions for the residential Service Technician from Bill Ribble, 40-year Honeywell veteran and controls expert. Bill can be reached at 281-537-2701 or threesons1@peoplepc.com 

Why aren't some anticipators adjustable?

First, I should point out that there are a few models of low voltage electro-mechanical thermostats that have fixed heat-anticipators. These are used with special applications.

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 Air for Combustion and Ventilation a New Subject
by Timmie McElwain

Timmy McElwain owns and operates the Gas Training Institute in Riverside RI.

Air for Combustion and Ventilation - Part Three

After our recent series on Venting and in particular “Special Venting” it is also important to address the need for air for combustion and ventilation. On many of my consulting calls I find that the contractor or technician has overlooked the importance of insuring adequate air for combustion.

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 System Selling™ Lead Generation Marketing Tips

Lead Generation Ideas From System Selling seminar graduates…that work!

• Have your company name and information printed on post-it notes and hand the out as business cards.
 
• Sponsor local sports teams. This way your name is on the team uniforms plus in the local newspaper when the scores are reported.

• Partner with a local restaurant to give complimentary dinners with all installations. The restaurant will discount the dinner gift certificate with you.

• Include your (salesman) business card in all bills paid to others.

 ***** Service Roundtable Announces a Dealer Newsletter Offering for Members *****  

A consumer newsletter is designed to keep your name top-of-the-mind when they think about heating and air conditioning. It’s designed to give them a warm and fuzzy feeling about your company.

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 Articles by Tom

READ TOM PISCITELLI'S SYSTEM SELLING WITH T.R.U.S.T.® ARTICLES THAT HAVE BEEN PUBLISHED IN HVACR Business Magazine.

Go to HVACR Business Magazine.

 Thank you!

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