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'm going to DREAM about it."

Question: When does “I’m going to think about it.” really mean “I’m going to dream about it?

Answer: Maybe every time.

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• Closing the Sale Part 4 by Tom Piscitelli
• HVAC Spells Wealth: You Deserve a 25% Net Profit by Ron Smith
• The Three Golden Rules of Selling by Patrick Carr
• Dispatch - Key to Service Department Profitability by Ruth King
• Being Different Than Your Competition by John Sedgwick
• Making More Money in RNC - Shift to Regional and Custom Builders by Ralph Beck
• Mr. Control Pro: Questions and Answers by Bill Ribble
• A Little-Used Publicity Technique Even the Pros Ignore  by Tom Peric' 
• Venting Today - A Complex Subject by Tim McElwain
• System Selling Lead Generation Marketing Tips by Tom Piscitelli
• More

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

Closing the Sale: The Final Close

Sorry to disappoint you if you’ve been waiting for some big breakthrough closing technique. There isn’t any. The final close is a natural conclusion to the selling process when...

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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 1

It isn’t necessary to spend a lot of money for effective marketing. The first thing to realize is that your “brand” is your company. The consumer can shop for equipment brands from other contractors but they can only buy what you offer from you. You are unique! Once you embrace that your brand is your company then you need to create a complete marketing plan. The seven steps in the plan are:

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 The Three Golden Rules of Selling
by Patrick Carr

Please welcome our guest appearance by this street smart pro.

As sales professionals we are always looking to improve our presentation and closing techniques. Most of us, at some time at least, operated under the premise that a magical phrase exists that would lead us to the Promised Land of endless sales and financial rewards. I recall being caught up in this search for the magic words that would close every sale and wanted to make people seek me out to purchase their new systems from. In the end I discovered the only magic in sales is...

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 Dispatch - Key to Service Department Profitabilty
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 ).

Dispatchers can make or break the profitability of your company. In my opinion, dispatching is the most stressful job in your company…even more stressful than an owner’s job. Why? The stress is constant. Even owners get a break. Dispatchers are chained to their desks.

So, what is a dispatcher’s real job?

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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 4: Being Different From Your Competition

When a company determines that it wants to gain competitive advantage via superior customer service, there are two critical issues. First, you have to make the right decision on what to do. And second, you need to be able to actually do what you have determined is the right thing to implement.


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 Making More Money in RNC
by Ralph Beck and Gary Southern

Selling Enhancements in RNC
Shift to Regional and Custom Builders

(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.)

In the aftermath of the mortgage market melee and the resultant housing market stall, national builders across the board have pretty much put the kibosh on building production homes. Anticipating better days ahead, some are selling off land holdings in order to financially stay afloat till the storm subsides.

In light of this current reality, with diminishing numbers of production homes to complete, what’s an RNC-focused HVAC contractor to do?
 

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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 

HVAC Stands for What?

You might wish to put some of these data into a quiz at your next service meeting. This may prove to be quite valuable in getting discussions started that can reveal a need for more information and/or training.

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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.

A Secret Publicity Technique Even the Pros Ignore

Each fall, the editors of most publications sit and decide on the general topics they’re going to write about in the coming year. Then they issue an edit calendar with the results of their decisions. It is IMPORTANT that if you want publicity in publications, you look at the editorial calendar BEFORE you pitch your idea.

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 Venting Today - A Complex Subject
by Timmie McElwain

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

Part 7

More on Plastic Piping:

As I continue my research on venting materials and venting issues I find more and more a concern of the use of plastics for venting.

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 System Selling™ Lead Generation Marketing Tips

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

• Search through the yellow pages for contractors who may not have a service department and see if you can get them to send you service leads.
 
• Use a Reverse Directory to send direct mail to neighborhoods where you’ve done a service call or installation and you know other homes need your services.

• Give your commercial accounts a bunch of coupons for free fall or spring tune-ups to hand out to all their employees.

• Make an arrangement with a real estate company that you will do free gas inspections for new homeowners and then you put your sticker on the equipment.

 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.

 Thank you!

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