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

Healthy Smooching: Good Oral Hygiene Leads to Great Kisses

Every day we are bombarded with messages and it’s the very special ones that get “through” to us. Does this one catch your interest? If it doesn’t, well, I’m a little worried about you! Check it out…and note the P.S. on the letter. Nice work Doc!
Think about the titles you use in your marketing and advertising and remember this old formula A.I.D.A.: Attention, Interest, Desire, Action. Without “attention” we get nowhere. Hope this got yours.

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• Closing the Sale: Getting a Deposit by Tom Piscitelli
• The Role of a Dispatcher - Part 3: Preventing Stupid Callbacks by Ruth King
• The secret to surviving a Slowdown by Matt Michel
• Mr. Control Pro: Questions and Answers by Bill Ribble
• Air for Combustion and Ventilation a New Subject by Tim McElwain
• Are Your "People Skills" Up to Date? by Jill Seipel
• 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: Getting a Deposit

During much of the year the installation may be days or weeks after the sale is made. Many sales people get a signature but don’t get a deposit. It is appropriate to receive a confirmation deposit when the agreement is signed.

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 The Role of a Dispatcher - Part 3: Preventing Stupid Callbacks
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 ).

Your dispatcher is the link to decreasing stupid callbacks. And yes, there are two major types of stupid callbacks:

1. For customer signatures (or manager's signatures for commercial jobs so you can bill)

2. To get a model and serial number so that you can order a part or verify the unit that was repaired/maintained on a commercial building.

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 The Secret to Survivng a Slowdown
by Matt Michel - CEO of Service Roundtable

This is part two of “The Secret to Surviving a Slowdown.” In part one I stressed the importance of attitude. I can’t stress it enough. Remember, when the economy is going like gangbusters, some companies are sucking wind. Conversely, some companies are booming when the economy is not. Good economy or bad economy, you want to be one of the winners.

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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 

How to measure the flame current in Smart Valve Systems

Since Honeywell is the only manufacturer of "Smart Valve" systems my answer will look something like a commercial for the testing aid that is produced by them. It is the easiest and most time/cost effective method (known to me) of checking ALL of the 17 or 18 various Smart Valve systems that are currently in the field today.

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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 Two

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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 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.

Are Your "People Skills" Up to Date?

What are "people skills"? Basically, they are interpersonal skills. The primary skill is empathy, which is the ability to understand what another person is thinking and to sense what the other person is feeling. When you know how to use this information effectively, you are able to develop positive interactions with others and are more likely to be successful in all of your relationships.

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 System Selling™ Lead Generation Marketing Tips

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

• Place an ad in your church newsletter.
 
• Anytime you’re not busy, park your well-lettered trucks near a busy intersection…they are as good as a billboard.

• Explain to all your driver-employees how important is it for them to be extra-courteous and respectful when driving.

• Encourage your employees to participate in community projects including softball team, soccer teams, school programs, YMCA and so on. Great place to network.

 ***** 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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