If You Don’t Invest In YOU Who Will?
The Total Immersion Service Sales Summit is the only participant-centered service sales improvement training system that…
· Preps students with pre-training video eLearning
· “Totally Immerses” attendees for 5-days to create new successful habits
· Follows through with 4-weeks of coaching after you attend the event
Our current and past alumni students are this year celebrating our 200th event. Now you can join us to do something different this year and improve your confidence, leadership and customer service results all while making more money for your company and your family. If you do attend, your company, your family and you will be glad you did.
Getting Approval From Your Boss Too attend Is Easy
STEP 1: Do The Research
Before you talk to your boss, get the number. Find out how much your average invoice is for the company on repairs and replacement. Pretend like you own your company. Ask yourself what impact it would have on your company and your family if your customers were 100% happy with every purchase and your sales increase by 278%. What impact would that make for everyone? Total Immersion is NOT an expense. It’s an investment that pays back forever.
Step 2: Calculate The Investment
Look at the Total Immersion 2018 Summit locations at www.tisummit.com and find the one that would be the most cost effective for your company. Figure how much driving or airfare plus lodging it would take to make this a reality. (Roughly $4,000 in all expenses for the 9-week Total Immersion Experience)
Step 3: Present Training Options To Your Boss
Outline what the investment would be first for you to attend. Then take your sales results from last year and multiply them by 2.78. Example if you did $150,000 in sales last year, take $150,000 X 2.78 = $417,000 ($267,000 increase) Ask your boss, “If you invested $4,000 in me to attend and I gave YOU a $267,000 increase in revenue and profit, what would happen then?
Step 4: Close The Deal
Once your boss picks his jaw of the floor from being dumbfounded by your amazing research and due diligence. Just ask him the final question… “What should we do?”
I definitely hope you get this one closed. If your not sure if Total Immersion is right for you, why not go to our amazing list of videos that show what our students have said about our training. Click here to see what they are saying about us
“With the trainings and the business development that Joe provides, you see average people performing extraordinary results. Not everyone who’s born with the talent is successful, but those who practice and learn can be successful. It’s quite a transformation.”
Neil Mussan, Patriot Electric
Go to www.tisummit.com to begin your new life now!
Spend A Day With The $7M Dollar Salesman
Imagine your best sales or service people having the opportunity to spend an entire day learning the strategies, mindset and techniques with $7 million dollar residential HVAC-Plumbing & Electrical Replacement Service Advisor, Rick Picard and me, Joe Crisara.
Think about it. What would a “day in the life” of the highest performing HVAC service advisor be like? It’d be like spending a day with Michael Jordan talking basketball, or talking about pitching with Nolan Ryan, or sitting down with Wayne Gretsky exploring hockey. In this case you and your service or sales people could spend the entire day with Rick and I.
What if they (and you) had 1 day where every sales or service question is answered, every strategy is revealed and every problem your people face have a solution given to them? More importantly they’d be forging a one-on-one relationship with the “Babe Ruth” of service contracting sales results. What would building a relationship with the top performer be worth to you and your team?
Well wonder no more, that day is here! Rick Picard and Joe Crisara will host our ContractorSelling.com Super Meeting at Contractor Leadership Live in Cleveland, Ohio on Tuesday September 12th for a day you don’t want to miss. A day that will live in history as perhaps the greatest game changer for you and your company.
Here’s how this day will unfold…
That Moment You Realize This Is A Tough Call
Carol looked at me and said, “Just so you know, we’re getting 3 estimates before we make a decision.” Not to be outdone by his wife, Bob yelled, “Four estimates,” as he turned and walked into the other room. I thought to myself, I haven’t even taken off my shoes yet and this is what I get. I hate these multiple estimate tough calls. Just then Joe walked in the door and introduced himself. “Hi, I’m Joe Crisara, the quality control manager. How are you today, Carol?”
Carol gave Joe that same determined look and said, “I just want you to know that we have 3 estimates lined up this week and we won’t be making any decisions until we hear them all.”
“First, let me say thanks for calling us and for the opportunity to help you and your family with this issue. It’s a pleasure and an honor to be here today and it really means a lot to us that you chose our company to assist you. Carol, can I ask you a question?” “Of course,” Carol said.
“Carol, I really appreciate your honesty about getting 3 prices before making a decision. We don’t go out for dinner these days without seeing the different options available to us and the prices alongside them thanks to social media and sites like Yelp. They’ve changed the restaurant industry.”
Joe wasn’t phased a bit by Carol’s comment and immediately followed with, “We like to think that we are changing the way service contractors do business with homeowners like yourself as well. You said you are only going to get 3 estimates. Our company gives 6 estimates on every call, kind of like that insurance company where you name your own price. This way you have all the possibilities right in front of you at the same time. So why are you limiting yourself to only 3 estimates?”
Carol was a bit stunned and didn’t know what to say but was able to stumble out the words, “We are actually getting 4 estimates.” Joe just rolled with the punches, but I could tell he was wareing her out. “I understand Carol. I’m not trying to make you feel bad. It’s just that if I were to show you my 6 estimates instead of only 4, and you liked one of those options, what would happen next?” Continue reading “Selling On Tough Calls: Multiple Estimates”