“Thanks For Changing My Life”

BY: Joe Crisara

Just Wanted To Thank You

“Just wanted also to drop you a note to say Thank You for the Information and Training received throughout the Boston Total Immersion class this past fall. Upon my return I had set myself a personal goal to sell One Million Dollars by October 31st.

Not really a bad personal goal for a 60 year old someone that had NEVER been in the HVAC business, much less In-Home Sales AND I just started in April of this year as well.  Well as I said to you as I departed your class to head home, thanks for changing my life.”

My Total Gross Sales April, 2012 thru October 31, 2012  $1,000,008.00

“Joe, Thank You Again for Adding The Additional Tools Into My Sales Case. Taking your information and blending into my process has made a HUGE difference in Closing the Sale.”

“Feeling Excellent, But it will get Better

Randall Linn Comfort Advisor – Conway Services Heating & Cooling

Memphis, TN.

“Hands down, best trainer EVER”

BY: Joe Crisara

I Was a Skeptic

When I first looked into Joe’s services, I was a skeptic. I was a successful salesperson who had gone to all the HVAC sales training available and he was talking a foreign language in contrast to what I had been taught and trained on. Joe has the “ring of truth” in what he says and I am a firm believer in his system.

Not Just a Social Gathering

His training is top notch and isn’t a “social gathering” like so many other trainings in our industry, It’s good old fashioned, roll up your sleeves, and let’s get down to business…about your business. Hands down, best trainer EVER.

Mike Marcil

Sales at Zenner & Ritter Home Services

Buffalo, New York

Should We Get Paid For Referrals?

BY: Joe Crisara

Should We Get Paid To Refer?

I recently wrote an article that was very popular about the 7 Things That Customers Never Want To Hear. In the article it stressed that clients never want to hear, “We don’t do that kind of work.” My suggestion was that we refer someone or find someone to do work for our client that we ourselves are not qualified to do. Recently a client asked a question about whether we should get paid for referrals or just provide them at no cost to our clients. Continue reading “Should We Get Paid For Referrals?”

Got Objections? Grow a Pair & Do Great Service

BY: Joe Crisara

A Sad State Indeed

With the economy seemingly in an endless loop of futility and so many people in the contracting trades struggling, it is inevitable that we reached this point in time. That, is when a consumer has a problem with their HVAC, plumbing or electrical system but they are shocked at the prices at first glance and decide to tell the proud tradesman they want to either find someone who is cheaper or put the decision to move forward on hold. Continue reading “Got Objections? Grow a Pair & Do Great Service”

7 Things That Customers Never Want To Hear

BY: Joe Crisara

Uncommon Thoughts

I want you as a service professional to think about some of the situations where you said things to clients when you really weren’t thinking. Thinking before talking is one of the most uncommon skills that people possess in this new era of tweets, likes and post. Unfortunately, chances are pretty good that if you actually put thought into what you said you would regret it. You may have even unknowingly driven customers into frustration to the point where they silently decided to not do business with you again. Continue reading “7 Things That Customers Never Want To Hear”

Industry Jargon: The Wrecking Ball Of Great Service

BY: Joe Crisara

Self Destruction

If you were told that the “jargon” or language that your industry uses was hurting your sales, would you believe it? Well, not only is it destroying your closing rate and average sale but it is also making it harder for you to communicate with your customer. In many cases, it is alienating them beyond the point where they can barely understand you.

Using industry jargon is just plain bad service. Why would a customer call you if they really wanted to learn the “inside language” of your trade?

Think of the time that is wasted explaining what this jargon means. Why not just start by explaining what the problem is causing and then by explaining your solutions by saying what you will do? But this time use the “customers” language and explain what the problems are doing to harm the system. Then explain what your solution will DO, not what they are. Continue reading “Industry Jargon: The Wrecking Ball Of Great Service”

The “Wild Mind” Of Service Techs

BY: Joe Crisara

Band-aids Cause Callbacks

In a recent discussion on the ACCA Linkedin group, an intense discussion broke out amongst HVAC contractors about the reason some techs generate callbacks while other do not. Callbacks are caused by techs who are NOT thorough in their diagnosis. Why are some techs very thorough and others not? That is a question for the ages.

One thing I do know is that callbacks happen because techs fail to take into consideration the age, neglect, design and installation of a system and ONLY focus on the immediate problem. Fixing the immediate problem is a temporary solution sort of like a band-aid. It does not take into consideration the big picture issues that caused the problem in the first place. Continue reading “The “Wild Mind” Of Service Techs”

New Filter Program Fetches Big Bucks

BY: Joe Crisara

Toughing It Out No More

Growing up in the northern suburbs of Chicago, I am no stranger to the cold weather. There were many days of shoveling snow in the icy cold and plenty of nights when my mom told me to throw another blanket on to keep warm in my bedroom in the basement. That’s when I decided that someday I would move to California.

So last year, on one very cold Saturday afternoon, Julie, my wife, discovered our furnace was not working.  If we were living back in Chicago, we probably would have toughed it out through the weekend. Maybe thrown on some extra socks and snuggled up next to a cozy fire. But we had been living in California for six years and had become accustomed to the warmer climate. We decided to call our local HVAC contractor instead of toughing it out. Continue reading “New Filter Program Fetches Big Bucks”

Stop Pushing Paper & Start Managing

BY: Joe Crisara

Paper Pushers Not Managers

The state of sales management today is getting worse than I have ever seen it. I believe this is because sales managers have been trained so inadequately that they have basically given up on the coaching aspect of their profession. They have turned into glorified paper pushers and have gotten away completely from the essence of managing which is to change strategy and behavior that is not working and replace them with functional ones that do. Continue reading “Stop Pushing Paper & Start Managing”

Plumbing Sales System : Q & A with Joe Crisara

BY: Julie Crisara

I’d like to give a heartfelt thanks to Joe Crisara for giving his time to answer some of my questions. Please take note, Joe is extremely generous with his time and helping contractors is his life’s work so don’t be afraid to reach out to get a hold of him if you’re looking for guidance. If you follow his systems sales will improve. I hope you enjoy his unique perspective on life in the service business. So Joe “What should we do?”

Do I Have To Throw a “Perfect Game” To Close Sales?

BY: Joe Crisara

Do I Have To Be Perfect?

One of the things I like bet about baseball is the possibility of a pitcher throwing a perfect game. No other sport offers such a finite example of doing the job right. Is it possible is sales to be perfect? Selling your services to possible clients is another matter. Although one can draw parallels between sports and sales there are some differences. Do you have to be perfect to be able to execute a sale? Thank goodness that you in fact don’t have to be perfect to get someone to purchase from you. With that in mind, let’s go over what it takes to perform at the highest level in a quest to attain perfection. Continue reading “Do I Have To Throw a “Perfect Game” To Close Sales?”

Did I Make a Good Presentation?

BY: Joe Crisara

Did I Make a Good Presentation?

This is the question that many in the service contracting trades ask themselves after each opportunity. There are many who don’t even make a presentation a particular event in the service business. Most simply mumble out all the facts during the course of their diagnosis and drizzle out the features and benefits early in the call as they “talk out loud” to their potential customers and then stick a price at the end of this segment. Continue reading “Did I Make a Good Presentation?”

Can You “Turn-Around” Your Sales?

BY: Joe Crisara

The Turn-Around

One of my favorite techniques is called the “Turn-Around.” In short, this is a term that I use that means to get your prospect to reveal the logical and emotional reason they are wanting to buy your solution. In effect “turning around” the sales situation so that the buyer sells YOU on wanting to get the work done instead of you selling THEM. Many times buyers provide a false reason so they don’t reveal too much about their situation thinking that you may use it against them to close the deal. Continue reading “Can You “Turn-Around” Your Sales?”

Do You Have a Personal Sales Constitution?

BY: Joe Crisara

Do You Have a Policy Too?

How many times have you heard your prospect tell you that they have a rule or policy when they purchase? You know something like, We have a rule, we never make a purchase on the first visit from a sales person.  Sometimes the rules that buyers have are dysfunctional and make little sense for you or them.

Also, the rules are often broken when they meet the right sales person with the right solution. So then the rules are only often enforced when they either don’t like the sales person or their solution. Continue reading “Do You Have a Personal Sales Constitution?”

Three Industry Sales Experts Share Secrets To Success

BY: Julie Crisara

Today’s customers are not the same as they were five or 10 years ago. The Internet has changed the game, making more information readily available to them.

So, what are contractors supposed to do to stay ahead of the sales and marketing curve? In January contractors from across the country headed to Fort Lauderdale, Fla. to learn techniques, tips, and a few tricks on how to stay ahead from some of the top sales professionals in the industry.

Three of these professionals chatted with ACCA to share some of that information with everyone who couldn’t attend the event.

How Have Sales & Marketing Changed for Contractors?

The only thing all the trainers agreed upon was that sales and marketing has changed rapidly in the past decade, and even in the past two years. The economy has been tough since 2008 and customers are looking to save where they can.

Joe Crisara of ContractorSelling.com

“Homeowners are now making a decision between quality and price,” says Joe Crisara, CEO of ContractorSelling.com. “To help customers realize that the quality is more important, contractors need to differentiate themselves clearly from the low priced provider. More and more contractors are realizing that customers need a reason other than efficiency or money to upgrade their units and have come up with unique ways to show the value.”

Continue reading “Three Industry Sales Experts Share Secrets To Success”

Contracting Heaven Or Hell?

BY: Joe Crisara

Contracting Heaven Or Hell?

“The mind is it’s own place and can make Heaven out Hell or Hell out of Heaven.” – John Milton

By Susan Russo
Everyone has issues they are dealing with which range all over the “life experience” board. From relationships, to money, work, health, love, debt, decisions, crossroads, revenge, jealousy, bosses, bitterness, and on and on. These issues seem to consume us and fill us with worry, fear, hurt, pain, anxiety and more. But, they don’t have to. I know it’s easy to say but when you are going through it, it’s just not that easy. The truth is, it’s easier than you think because being upset is a choice.
If you are in debt, what good does it do to worry about it? For that matter what good does worrying do for anything? Does it help you to get out of debt? Does worrying make the fear of more debt go away? What about your jerk of a boss, does it help you to have anxiety every time you are around this person? Does it make you feel better to fear what might happen? Continue reading “Contracting Heaven Or Hell?”
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