‘Verbal Packaging’— Key to Creating Higher Value

BY: Joe Crisara

In the world of service, the words you use to describe what you do are just as important to your profitability as the actual work you do.

Providing real value and solutions, and operating from a place of what I call “pure motive” service are key to my philosophy of running a smooth business. To do this you must transform your business from transactional-based to relationship-based. One of the best strategies to make this change is by using what I call verbal packaging.

Words Matter
Verbal packaging is about changing your use of words. Are words important? If not, why is there a multi-billion dollar advertising industry? Why are some politicians so much more successful than others? Why do some business executives close difficult deals on a regular basis while others almost never make the sale? A lot of it has to do with using language to portray value proposition and connect with customers on a deeper level.

As service professionals, you’re going into people’s personal space, so the words you use makes the difference between them writing the check or not.

Just about everybody who calls a service technician to their house wants to have the work done. People aren’t calling their plumber or HVAC guy as a practical joke. As service professionals, you’re going into people’s personal space, so the words you use makes the difference between them writing the check or not.

Strong Words VS. Weak Words

Without consciously thinking about it, we make word choices that carry an attitude and an energy all the time. As service providers, we can say that there are strong words and weak words. Let’s look at a few examples and compare their effectiveness.

Continue reading “‘Verbal Packaging’— Key to Creating Higher Value”

Total Immersion 2-Day Advanced Class

BY: Julie Crisara

Remember, before you can attend the 2-day advanced training you have to be a graduate of the 3-day basic training prior to attending.  You can do this all in one week or by taking the basic training first and then return when you’re ready at anytime in the future.

Continue reading “Total Immersion 2-Day Advanced Class”

What Is Total Immersion?… It’s No Magic Wand! [VIDEO]

BY: Joe Crisara

The Total Immersion Sales Summit is not a magic wand.  The magic starts inside of you by having the passion to perform Pure Motive Service for your clients, your company, and your family.  Watch this video to learn “What Is Total Immersion?”

  • STEP 1: Download your FREE 2016 Fall Training Planner CLICK HERE
  • STEP 2: Choose the people who need to improve their results
  • STEP 3: CLICK HERE to sign up for a Total Immersion Summit

 

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7 Steps to Build a Winning Option Sheet [VIDEO]

BY: Joe Crisara

7 Steps To Options

How to Create a Winning Option Sheet

In the previous articles in this series we introduced the idea of creating “Options, Not Ultimatums” and also the “4 Strategic Rules” to follow when adopting this philosophy.  Now we are going to dive head first into “How” to create the best options for clients.  Yes, this is the nuts and bolts you need to roll up your sleeves and begin to actually build an option sheet.

You may want to bookmark this page for future reference if you haven’t already done so.   Continue reading “7 Steps to Build a Winning Option Sheet [VIDEO]”

Offering Options Not Ultimatums Can Double or Triple Your Revenue

BY: Joe Crisara

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Let’s say that you and a companion decide to try out a nice new restaurant for dinner Friday night after a long week. You walk in, ask for a table, and the hostess seats you at a table by a window with a very nice view.

A couple minutes after you sit down, your waiter brings a tray to your table and places two hot dogs in front of you along with two glasses of ice tea. Continue reading “Offering Options Not Ultimatums Can Double or Triple Your Revenue”

Plumbing, Electrical & HVAC Student TI Testimonials

BY: Joe Crisara

Total Immersion students who attended a recent HVAC Plumbing & Electrical sales training summit discuss a range of topics starting with their greatest challenge, their expectations from sales training and what they thought of the training and “Uncle Joe.” In the end, everyone is asked to rate the training on a scale of 1 to 10. Watch and enjoy the excitement of these students.

CASE STUDY: The Faithful Comeback

BY: Joe Crisara

The Faithful Comeback

Many business owners experience difficult times – periods when sales are low and cash flow is a dribble. But when a business is on the brink of closing, it takes hard work to keep the doors open. And a little bit of faith.

Bill Campbell, 56, has been in the HVAC business for 33 years. While Campbell describes himself as a “worker,” in 1993 he took on the title of owner and founded West Deptford, NJ-based Campbell’s Comfort System.

The 17-year-old business has seen its normal peaks and valleys, like any other HVAC company. But in 2008, as the recession worsened, Campbell’s business almost closed. Campbell recalls seeing the oncoming recession in early 2007. Continue reading “CASE STUDY: The Faithful Comeback”

How Does Sales Expert Prove His Approach Works?

BY: Joe Crisara

How To Prove a Sales Approach Works

Templeton, Calif. – All salesmen need help when their sales drop or stagnate or even when they think there’s nothing else to learn. Unlike many sales trainers who are here today and gone tomorrow, Joe Crisara went back to many graduates of his Total Immersion Workshops and found dramatic improvement both in closing sales and higher per average sales. “There are lots of sales trainers who promise everything and then move on to the next assignment,” says Crisara, who has taught more than 1,000 contractors the secrets of his lifelong study of what works and what fizzles with contractor selling.

Results Mean More Than “Lip Service

Every teacher, and that’s what a sales trainer is or should be, should be judged by only one criterion: “How successful are his students?” says Crisara, who founded the Total Immersion Workshops along with his wife, Julie. “When I measure the results, enthusiasm and commitment of my graduates, it’s the most rewarding feeling any teacher can ever have.” A random sampling of comments from his graduates include: Continue reading “How Does Sales Expert Prove His Approach Works?”