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

“I think your style better fits our sales strategy; soft sell, highly skilled.”

This very nice compliment came from long-time contractor acquaintance. He has been a “lifer” in HVAC, investing his time and resources in building a very successful residential service-based AOR business.

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• Closing the Sale Part 5 by Tom Piscitelli
• Maintenance Agreements - Now is the Time to Build Your Customer Base by Ruth King
• Being Different Than Your Competition by John Sedgwick
• Mr. Control Pro: Questions and Answers by Bill Ribble
• Air for Combustion and Ventilation a New Subject by Tim McElwain
• Is Your Sales Tool Box Full? by Patrick Carr
• 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: Old School Techniques, No Close, Getting the Signature

Old School Closing Techniques
They can, and do, work. Many customers just want to get on with it and they will take a certain amount of “pushiness” and still buy. Tossing the pen down and saying, “Sign here, and press hard, there are three copies.” will get the sale…sometimes. It will irritate people sometimes too.

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 Maintenance Agreements - Now is the Time to Build Your Customer Base
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 ).

Last week seemed to be the week for service agreement/service contract discussions. One client was rejoicing that they were extremely busy. When I asked how many maintenance agreements they had sold, the answer was, "Um, we're too busy to sell them." Another contractor hadn't begun selling them yet. (I'm helping him get his program together). A third conversation revealed that the service agreement program at that company was stagnant. They sold only enough to cover the ones they lost.

This is the time of year to sell maintenance. It is critical to, as one wise person said, "Strike when the iron is hot."

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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 5: Beating the Competition

The most important term in customer service is "engagement". Our employees need to engage the customer in conversation at every opportunity. There's an old saying in selling that "we buy from people we like". Or sometimes it’s said "we buy from people we trust." Both are good. Both trust and affection are built on the same thing -- getting to know someone through conversation -- dialogue -- engagement.

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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 

Powerpile...Self Generating...Thermopile Requirements

I'm going to answer SEVERAL questions and e-mail messages I've received recently about millivolt gas burner control systems. These are variously referred to as "Powerpile, Self-generating or Thermopile systems. Most of these questions end up dealing with generator operation/outputs.

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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 One

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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 The Three Golden Rules of Selling
by Patrick Carr

In order to dazzle our customers we spend time insuring our vehicles are clean, our shoes are shined and we have all the latest product brochures to pass out. We feel confident that our preparation is complete as we walk up and ring the door bell. With that being true I ask each of you, are you truly prepared? The easiest way I know to find out is to simply ask……… is your sales tool box full?

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 System Selling™ Lead Generation Marketing Tips

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

• Mail completely filled out Service Agreements to customers with expiring warranties. Include a self-addressed, postage paid return envelope.
 
• After a sale and installation, leave the homeowner a colored dust-bunny (with a message about duct cleaning if they haven’t purchased it) and a rose.

• Create an in-house program to train all employees on how to professionally sell each product. Focus on customer benefits. Offer personal use pricing and installation. This will help give all employees the confidence then need to talk to customers about the products.

• Advertise in local sports complexes.

• Put product/service ideas on your invoices.

 ***** 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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