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

Comfort Consultants: What’s your SIT RATE?

In the home remodeling industry, where sales people tend to be 100% focused on selling, a sales lead is something precious. In their world the phone doesn’t ring because it’s too hot or cold. They have to find a prospect, create interest, make a great presentation, use excellent selling skills and tools, have a variety of favorite closes and actually get excited when they hear an objection because they realize objections are buying signals. A lot of what I teach in System Selling seminars comes from this source. One of their critical sales success measures is known as “sit rate”.

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• Closing the Sale Part 2 by Tom Piscitelli
• Ranking Service Technicians by Ruth King
• Holiday Stress: Imagined or Real? by Jill Seipel
• Being Different Than Your Competition by John Sedgwick
• Making More Money in RNC - The Housing Slowdown: Keep Your Eyes on the Right Dominos by Ralph Beck
• Mr. Control Pro: Questions and Answers by Bill Ribble
• Turning the Holiday Season into a Profit Period by Tom Peric' 
• Venting Today - A Complex Subject by Tim McElwain **NEW**
• A Special Offer From Service Roundtable: A F#R#E#E $10,000 CD!
• System Selling Lead Generation Marketing Tips by Tom Piscitelli
• More

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

Closing the Sale Part 2: The All-Purpose Close

This category has a clear-cut winner with “If I could….would you…?” It’s a trial close, a final close, and anytime close that begins with focusing on something the customer has said they want and you knowing you can deliver it. In other words, this is a pretty sure thing.

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 Ranking Service Technicians
by Ruth King

Well known industry consultant Ruth King is the author of The Ugly Truth about Managing People (Sourcebooks, 2007). To order an autographed copy of the book or audio CD go to www.theuglytruthaboutmanagingpeople.com or call 800-511-6844.

Technicians should be ranked according to many things including their technical ability. You must know your technicians' strengths and weaknesses so that you can match the right technician with the right job.

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 Ask Jill - Tips on creating successful business relationships
by Jill Seipel, BS, MSSA, LICSW.

Jill is a psychotherapist in private practice helping people resolve issues that get in their way of creating more success in their lives.

Holiday Stress: Imagined or Real?

What is it about the holiday season that stresses us? Is it a reality that “comes with the season”? Or, is it more likely that we imagine this time of year to be stressful and so we create our experiences to fit that belief?

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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.

Customer Service Part 3: Being Different From Your Competition

Let's continue our discussion of customer service by looking at the subject of customer service strategy.

There are any number of possible differentiators for any business that could compel customer s to choose one over another and even willingly pay a premium for very similar products. For example, a wholesaling business might use any combination of the following differentiators:


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 Making More Money in RNC
by Ralph Beck and Gary Southern

Selling Enhancements in RNC
The Housing Slowdown: Keep Your Eyes on the Right Dominos

(Note from Tom Piscitelli: Without any doubt, Altus Solutions has created the most effective solution for making significant profits in the residential new construction (RNC) market.)

The 2007 Housing-Slowdown Domino Effect: (1) the mortgage market melee finally implodes…(2) the implosion puts a huge damper on the housing market… (3) the housing market meltdown brings RNC to all but a grinding halt… (4) the slowdown in RNC means less opportunity for RNC HVAC contractors to sell and install home comfort enhancements.

Right?

Wrong! You’re watching the wrong line of dominos.

 

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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 

Millivolt and 24 Volt Thermostats Are Different…or Sometimes Not

Question:

My customer had a thermostat problem and he replaced the device with a Honeywell round mercury switch thermostat. He called and said the burner doesn't come on like it should and sometimes it stays on far too long. He called for help.

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How To Get F*r*e*e Publicity
by Tom Peric'

Tom Peric, president of Cherry Hill, NJ-based Galileo Communications Inc., has spent more that 25 years in the media business. He is the editor of HVACR Distribution magazine and author of Wacky Days, an easy-to-follow guide on putting PR to work to help you grow your business.

Turning the Holiday Season Into A Profit Period

How Contractors Can Transform Their Seasons Into Free Publicity Windfalls

Most businesses have a “season” where business slows down or picks up.

Therefore, it makes sense to pitch an idea around a season.

But what do you pitch?

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 Venting Today - A Complex Subject
by Timmie McElwain

Note from Tom: Tim joins our Sales Bytes Ezine contributors. Please take a moment to read his article and his HVAC background. Welcome Tim!”

Part 6

Plastic Piping:

• The Code
• Product Recall
• The Effects of Temperature on PVC pipe

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 System Selling™ Lead Generation Marketing Tips

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

These all qualify as “oldies but goodies” that will, when done consistently, produce high-quality, no or low-cost leads. Have a comfort advisor who is waiting for the phone to ring? Here are a few things he can do about it!

• Send a letter to past customers offering service, extended   warranties, humidifiers, EAC, media air cleaners, etc.
 
• At home shows, give away automobile trash bags with your company name.

• Send happy birthday cards on the installation date and tell the customer you’ll call to find out what the system wants for its birthday.

• Have your finance company partner send your company stuffer with an offer in their statements.

• Allow existing service agreement customers to earn company dollars for each year’s agreement. These dollars can apply to purchases.
 

 System Selling Sales

Training anytime you want it?

You can’t always make the time for a 2 or 4-day seminar, or you might want it now...and there isn't a seminar nearby.

BUT WAIT…THERE IS A WAY! (Actually two ways.) Click here to find out

 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.

Tom Piscitelli Service Roundtable Test Drive offer - Click Here
Tap into over $3,000,000 worth of pure HVAC business tools. Why spend time and money learning the hard way? Sign up for only $2 for 2 months. You can’t lose!

 Thank you!

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