Service Super Summit Party Rockers Flash Mob

BY: Joe Crisara

Surprise Flash Mob

This is how we opened the 2014 Service Super Summit in San Antonio, Texas on March 5th, 2014. I wonder what was going through the minds of the 154 hvac, plumbing & electrical service contractors who came to the event looking for information on increasing their level of service, revenue and profit. Part of the “mob” were sitting at tables mixed in with the group and then just started to get up and start dancing. It was a wild opener that set the tine for the most fun I have ever had at an event for service contractors.

What Hard Work Can Accomplish

BY: Joe Crisara

If I’m Good Why Do I Need To Advertise It?

BY: Joe Crisara

Coca Cola On Crack?

I hear a lot of people claiming that plumbers, hvac contractors and electricians that over-advertise their services must not be good if they always need new clients. After all, if you were a great contracting business wouldn’t people just call you based on your great reputation? Why do you have to scream from the rafters about how great your service is? One plumber on a message board called the PlumbingZone.com said, “If your company is so good, why do you have to advertise like Coca Cola on crack?” Continue reading “If I’m Good Why Do I Need To Advertise It?”

Upselling Sucks

BY: Joe Crisara

Bad Service

I have heard lots of plumbers, hvac techs and electricians complain about their boss telling them to “upsell” clients when they go on a job. In fact, this is probably to number one misconception about great service. Most of the people in the field feel that good service is just taking care of the problem and not “upselling” the client. They don’t want to come off as a “used car salesman.” Continue reading “Upselling Sucks”

Letting Go of Judging People

BY: Joe Crisara

The following article was written by one of my blogging heroes Leo Babauta at www.zenhabits.net

One of the best changes I’ve made to help me be happier is learning to see judging other people as a red flag.

Now, I’m not going to pretend I don’t ever judge other people, I think it’s either a built-in method all humans have, or something we develop because of built-in methods. We all judge people, and I’m not an exception.

But I’ve gotten better at noticing when it happens. And recognizing that it’s a sign of something harmful. Continue reading “Letting Go of Judging People”

Indulging In Anger Will Not Get Results

BY: Joe Crisara

The Undisciplined Manager Will Not Get Results

As a manager of your service or sales team have you ever give in to anger by raising your voice or even worse screaming at your team? To gratify yourself by giving into your impulses and allowing someone to get you angry shows your lack of discipline as a manager. Your team will use this weakness against you. It is the proverbial crack in your armor. If they know how to push your buttons and get you angry, they are able to achieve a pretty high level of control over you. Essentially you give your team the power to manipulate you as a leader. Continue reading “Indulging In Anger Will Not Get Results”

I Have Failed (Thank Goodness)

BY: Joe Crisara

What Is Failure?

What is failure? A feeling inside that goes into my soul. It makes my heart hurt and it drains all of my energy.  A bad feeling fraught with dire consequences

When I fail I feel this sense of dread that runs through my entire body.

I feel like diving headfirst like Pete Rose into bed, pulling the covers over my head and turning off the world while I try to figure it out.  The intensity gets stronger and stronger the more I try to tune it out and try to escape it.  Eventually I come to grips that failure is always my fault. Continue reading “I Have Failed (Thank Goodness)”

Best Ever Flat Rate Software LIVE Sneak Preview

BY: Joe Crisara

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LIVE Sneak Preview Demo – Saturday, August 17th, 2013

You are invited to attend a live demonstration of the NEW Best Ever Flat Rate Software System  Come to see how easy flat rate & building custom options can be for your Service Techs & Sales People.

  • Free Breakfast – Meeting starts at 9:00 am and last for 90 minutes
  • Demo and play with the software – create options on an iPad in 60 seconds!
  • Free seminar includes showing owners the “Science Of Building Options”
  • Share your thoughts and give your opinions on the development of this powerful tool
  • Call to reserve your seat – Attendance is FREE but space is limited
  • Call 877-764-6304 OR email us at info@contractorselling.com to save your seat

Here are some of the benefits of this new platform…

Talk with contracting sales & growth expert Joe Crisara…

Contracting expert Joe Crisara will be there all morning to not only show you the new software but also to help you with any business improvement challenges you are facing. This is a “once-in-a-lifetime” opportunity to get all your answers to your toughest challenges on this day.

When: Saturday, August 17th at 9:00 am

Where: Hyatt Place Hotel Boston/Braintree

Price: Attend with our compliments

Call to reserve your seat – Attendance is FREE but space is limited – Call 877-764-6304

OR email: info@contractorselling.com

Tech Falls Into Customer’s Trap – Literally!

BY: Joe Crisara

Man On a Mission

Gerry was a technician on a mission. He was going to try to break the company record for doing the most calls (14) in one day. This day seemed like the’perfect storm’ where everything was in place to set the record. The boss told him at 7 a.m. that they were swamped with tune ups and no cooling calls and it was 95 degrees and a relative humidity of 80% today. These were just the kind of conditions that would keep the calls rolling in to break the record.

The day started off great. He was on his third call by 9:30 a.m. with the first two calls being A/C tune ups where nothing was wrong and each call only took around 35 minutes. At 9:35 he received a call from the dispatcher saying that the first call he did now had no cooling. Gerry was livid. This was going to screw up the record for sure. Continue reading “Tech Falls Into Customer’s Trap – Literally!”

21 Paths To Persuasion – Part 2

BY: Joe Crisara

Remember that in all walks of life the reality is that persuasion exists. Whether you are trying to persuade your kids or spouse at home or if we are attempting to get clients to use our services, it is essential to guide people to a discovery that your ideas are valid. We invite you to continue reading part 2 in our series, The 21 Paths To Perfect Persuasion. What then is ‘perfect’ persuasion?

Persuasion is perfected when the person who changed their mind thought is was their idea and not yours.  In this 2nd issue of this 3-part series we will continue to explore these paths so you can both evaluate and apply new methods to perform your service for your clients: Continue reading “21 Paths To Persuasion – Part 2”

Total Immersion Sales Training Music Video

BY: Joe Crisara

This is the ALL-NEW VOCAL REMIX of the NEW Total Immersion Theme Song which was inspired by all the students who have come to our sales training and succeeded by achieving their goals and making their dreams come true. The video features many photos and shots of our students, the locations and all the gala and fun of attending Total Immersion.

Sing along to the lyrics below or better yet, play it at a service or sales meeting with your guys.

Total Immersion Theme Music Video Lyrics

FIRST VERSE

I know you are good but are you successful, doing the work that you do? Working hard to put food on the table, there’s hardly time left for you. Putting your time in hoping things will improve, but not knowing if they will. Doing the same thing expecting a difference, how much career can you kill?

BRIDGE

How many years can you keep up this pace? Are you winning or losing the rat race? Will you breakthrough or settle for second place? Live the life you imagine, get the dreams you embrace

CHORUS

C’mon to Total Immersion, breakthrough to success. Total Immersion, each day will be inspiring and fresh. Total Immersion, learn how to sell, it’s exciting and new. Total Immersion, Just do it for your family and you.

SECOND VERSE

Working in places that nobody wants to, practically breaking your neck. Bustin’ your hump, and getting it done, does it equal a bigger paycheck? You probably think that you’ve tried everything, to make a positive change. Mistaking activity for accomplishment leaves your goals un-attained.

BRIDGE

Are you doing as well as your father had hoped you’d do? Living the life that you wanted to? More quality time for your family and you Following principles that not only work, but are true.

CHORUS

C’mon to Total Immersion, you’re gonna’ be the best. Total Immersion, release the brakes don’t settle for less. Total Immersion, your dreams can true, on that I am clear. Total Immersion, calm your frustration, erase all your fears.

THIRD VERSE

You come to the class now will your success last? You’ve been down this road before. Best practice groups and sales gurus, always leave you wanting some more. Believe in yourself enough to try something different. Do you even think that you could? You’ll have to look in the mirror at the end of the day. Will that reflection look good?

FOURTH VERSE

Now you go to your job as a partner in profit — you’re like a human ATM. Every call you do results in more money, you do it again and again. Now that you know how the other half lives, you know you could never go back. Your paycheck is bigger than you ever dreamed of and now you’re leading the pack.

BRIDGE

Success feels right as you always thought it could. Helping others as you said you would. You’re happy and you got respect from your crew Doing all the things in life you ever wanted to do.

CHORUS

You came to Total Immersion, now you’re the best of the best. Total Immersion, now your locked in you’ll never regress. Total Immersion, you know how to sell, your leading the group. Total Immersion – total happiness for your family and you.

7 Mistakes Of Bad Sales Managers

BY: Joe Crisara

Being a sales manager or anyone who is accountable for the results of your sales team is one of the hardest jobs in the world. It requires a thorough knowledge of marketing, sales techniques, pricing and above all profit. In the end, the manager or owner is ALWAYS to blame when results are poor and never get credit for success.

Who would take this job? I thought it might be helpful to provide some advice for sales managers that I have learned in my travels.

Here is the list of the biggest mistakes that sales manager make when trying to get and maintain good or great results from their team: Continue reading “7 Mistakes Of Bad Sales Managers”

21 Paths To Perfect Persuasion – PART 1

BY: Joe Crisara

The essence of selling is to gain compliance of another person. Nothing in history would ever get done if all we ever did was disagree on everything. (See U.S. Congress)

The following is a list of “paths” to perfect persuasion. What is perfect persuasion? Perfect persuasion is when you have someone who at first want to do things their own particular way, but in the end they agree to doing things your way.

Okay, so that is the essence of persuasion. So what then is “perfect” persuasion? Persuasion is perfected when the person who changed their mind thought is was their idea and not yours. In this 3-part series we will explore the 21 paths to perfect persuasion… Continue reading “21 Paths To Perfect Persuasion – PART 1”

You Won’t Get Trust From A Book

BY: Joe Crisara

Creating Trust

“The sales people in our company tend to use much more company highlights that they keep in a “brag” book – Things like comments from Angies List, manufacturer awards, pictures of jobs and licenses, things of that nature in their presentation in an attempt to build company value. They said they do this because this is what Home Depot does on their calls.
On our service side we use very little, as our understanding is that you don’t believe in hyping up the company as competitors do, but by building value by being different and making more of a personal connection with clients. By the way, our service team outsell the sales people by 3-to-1. Is there a good mix? Is one of us wrong or right? What are your thoughts?”
— Letter from a client

Can You Get Trust From a Book? Continue reading “You Won’t Get Trust From A Book”

Selling To Americans Like a Communist?

BY: Julie Crisara

By: Joe Crisara – Contractor Selling
It Started Wars

There may be some of you who remember, as I do, that there was a time during the 1950’s thru the 1980’s that wars were literally started to prevent the spread of communism throughout the world. Although we are far removed from the era of “the communists are coming” I see a lot of what defines communism in the mediocre performers in many service businesses in our country.

At the heart of communism is that nobody should have something more outstanding or better than the average person. Whatever one person gets, so should everyone.

That brings me to a question I must ask all of you in the service contracting industry. Are you aware of the spread of communism that may be spreading throughout your company starting with your mediocre performers?

Continue reading “Selling To Americans Like a Communist?”

Selling To Americans Like a Communist?

BY: Joe Crisara

It Started Wars

There may be some of you who remember, as I do, that there was a time during the 1950’s thru the 1980’s that wars were literally started to prevent the spread of communism throughout the world. Although we are far removed from the era of “the communists are coming” I see a lot of what defines communism in the mediocre performers in many service businesses in our country.

At the heart of communism is that nobody should have something more outstanding or better than the average person. Whatever one person gets, so should everyone.

That brings me to a question I must ask all of you in the service contracting industry. Are you aware of the spread of communism that may be spreading throughout your company starting with your mediocre performers? Continue reading “Selling To Americans Like a Communist?”

Great Service: The Knife That Cuts Through Hard Times

BY: Joe Crisara

Cut Through Hard Times

Although we try hard to not listen to the news we realize that the world around us as we know it is changing rapidly and for independent businesses in the contracting industry, mostly not for the better. Many of you that started out as a family enterprise are now struggling with the many challenges that face us going into the new millennium.

This is especially true when it comes to our industry. It only takes a moment of listening to the news to hear about the difficult economy. People are working more hours for minimum wage and small businesses are devastated by the lost jobs and the demolition of the local economy. Continue reading “Great Service: The Knife That Cuts Through Hard Times”

We Need Your Help

BY: Joe Crisara

Does Your Life Ever Feel Like The Main Plot of a Movie?

In the 1989 film classic Field of Dreams, an Iowa farmer by the name of Ray Kinsella, hears a ghostly voice that whispers, If you build it, he will come, and sees a baseball diamond in the middle of his cornfield. Although his wife is skeptical and his family thinks he’s a bit off-centered, he plows under his corn to build a baseball diamond, only to find himself on the verge of bankruptcy and having to sell the family farm.

We All Identify With Taking Chances

I suppose most of us reading this can identify with this movie. We all hear that little voice inside of us at one time or another telling us to take a chance. Take a chance in starting a business or starting a family. Take a chance in purchasing our first home. Take chances with our future. And we do it because something deep down inside tells us we have to. Continue reading “We Need Your Help”

Your Success – Acting “As If” It’s Already Happened

BY: Julie Crisara

Building Your Vision

Recently I watched the movie Under the Tuscan Sun, in which they tell one of my favorite stories. Here it is…

“Between Austria and Italy, there is a section of the Alps where it is an impossibly steep, very high part of the mountains. They built a train track over these Alps to connect Vienna and Venice. They built these tracks even before there was a train in existence that could make the trip. They built it because they knew some day, the train would come.”

When I first heard this story, I thought it was part of Hollywood fiction. After a little ‘googling’ and a lot of reading, I came to find out how this amazing achievement was accomplished. Continue reading “Your Success – Acting “As If” It’s Already Happened”