Price Conditioning with Choices
When price conditioning is done to manipulate the customer, most people see through it, resulting in a lost sale. However, price conditioning is a very useful sales tool if it is done with integrity.
Jump Start® HVAC Fundamentals Training is Now Online!
We are pleased to announce the acclaimed JUMP START® HVAC Fundamentals Training is moving to a Learning Management System (LMS) platform, making the training both self-paced and more accessible.
Don’t Forget These 5 Fundamental Selling Skills in 2022
You deserve to feel great about your sales success in 2018…congratulations. You and everyone in your company worked hard and deserve the rewards you received. Now it’s time to reload…and do it again!
Selling with T.R.U.S.T.®
Everything about selling intrigues me. No two people sell the same way. Every customer is unique. All calls reveal a different set of circumstances. If you like helping people and being rewarded for it, then a career in sales is a dream come true. This blog post begins a new series that will review all of the TRUST® sales fundamentals that have helped thousands of others create extraordinary sales success.
The SecureAire® Residential Air Purifier: Complete Protection for Your Customers’ Health
It’s been impossible for any IAQ product to provide complete protection for your customer’s health… and their HVAC system’s performance… Until now! I’m sure you believe the manufacturer’s claims for the products you are selling. You wouldn’t be selling them otherwise, right? I’m not suggesting these claims aren’t true, but I am suggesting that there’s a lot more to the IAQ story – a whole lot more.
The SecureAire® Platinum Dealer Direct Program
In January of this year I announced the residential SecureAire Platinum Dealer Direct Program. If you missed this, I encourage you to take 5 minutes and read about the product and how it works.
Webinar – The Virtual Sales Call™ Chapter 4: Objection Handling
This webinar is a continuation of the TRUST® Virtual Sales Call Series with the emphasis on Objection Handling. Tom and Rick conduct live role-play examples of the most common “objections”
Webinar – The Virtual Sales Call™ Chapter 3: Present, Propose and Close
This webinar is a continuation of the TRUST® Virtual Sales Call Process including creating a Summary of the Customer’s Concerns, the Company Story Presentation, showing 5 Solution Choices with Financing, and Asking for the Sale. Tom will demonstrate a “take-away” strategy for engaging the customer in his decision-making process.
Webinar – Removing and Destroying Airborne Pathogens in Homes Chapter 2: Mitigating Aerosolized Transmission of Pathogens Including the Coronavirus
Join us as Dr. Ereth reviews his recent paper Characterization and Novel Mitigation of Aerosolized Transmission of SARS-CoV-2 Virus.
Webinar – The Virtual Sales Call™ Chapter 2: Discovery Process Demonstration
You’re invited to participate in a webinar featuring a walkthrough of how to conduct the Discovery portion of a professional HVAC replacement sales call, without visiting the home.