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.

• HVAC Spells Wealth: You Deserve a 25% Net Profit by Ron Smith
• Accurate Financial Statements - Part 2 by Ruth King
• Using the Presentation Book Part 2: Photos and Testimonials by Patrick Carr
• Mr. Control Pro: Sizing Zone Valves... and More by Bill Ribble
• Why you must Track Incoming Phone Call Numbers by Gary Walker
• System Selling Lead Generation Marketing Tips by Tom Piscitelli
• Service Roundtable Announces a Dealer Newsletter Offering for Members
• More

 Welcome 
by Tom Piscitelli

"Win" Every Time You Propose: The Prize is in the Process

Tony said, “Help me to figure out how to not get so intense when the customer(s) won’t make a decision. I know I sometimes react too aggressively when that happens and it’s costing me sales. I can’t help it…I want them to buy from me…now!”

You gotta love this guy. He’s a passionate, professional salesman who will do everything he can to help the customer: spend as much time as they want, answer any question, climb in any attic or slither in any crawl space, painstakingly explain how terrific his company and coworkers are…you get the idea. But, in exchange he expects them to buy. They often do, of course, but many won’t make a one-call decision and in some cases his assertiveness and aggressiveness loses sales for him.

This is problematic: how to keep the drive and intensity that makes someone a top-performer but how to balance the response when the customer(s) have legitimate objections.

It’s like choosing someone for your fantasy sports team. Would you pick someone like Tiger Woods or someone like Mike Tyson? Tiger is intense and never gives up…while playing by the rules. Tyson will try anything to win, including chewing on your ear. You pick.

So what do to? How about a little “reframe”? Reframing is creating a new frame of reference on how we perceive things. I asked Tony to think about just doing the right things (which he does very well) and stick to the process. If a customer objects, fine. It’s all part of the process. Respond appropriately. Stick to it but keep it appropriate to your role as a service person who is trying to create a lifetime client, not a one-time sale. We want them all…but we can’t get them all. There are even some we don’t want. By sticking to your game plan and making your best effort on every call you’ll get as many as you can. Batting .500 in our game makes you a Winner; when you miss, after trying your very best, step up to the plate and swing again…you’ll be due for the hit.

How’s Tony doing? When his competition is crying the blues he’s had a near-record month. And you know what? He’s going to do even better.
 

 System Selling™ Lead Generation Marketing Tips  

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

• Magnetic flash light with company logo for keeping on the furnace.
 
• Your company offers a HVAC SCHOLARSHIP for continuing education for someone in your community.

• Leave your business card on the table with your tip whenever you eat a meal at a restaurant.

• Put your company flyer on the local grocery store, etc. public bulletin board.

 ***** 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.

Click here to read more

 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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