The Relationship Between Install & Sales

BY: Joe Crisara

Everyone Is Happy! (NOT)

“Everybody loves each other in our company” is the first lie of a dysfunctional team. The truth is that In all successful businesses there is a constructive conflict between all departments. Each department pushing the other to improve.

  • Marketing pushes Sales to close more of the leads they paid to get
  • Sales pushes Production or Installs to get high quality work done on-time
  • Service pushes Production to do the work with excellence so there are no call backs
  • Finance pushes ALL Departments to perform so they can pay for the whole damn thing!

No Pressure, No Good

In companies where each department does NOT pressure the other to improve, that is where business dysfunction begins. Without the pressure from someone outside your “department silo” routine under performance is tolerated. The dysfunction is an implied agreement or “quid pro quo.”

Basically each department is saying, “If you don’t go through the trash in my department then i won’t go through yours.”

The answer is to be able to systematically and constructively bring these conflicts to each other in real time so that each department can both learn and improve instead of repeating the same routine failure.

The single biggest impediment in the way of this way of this type of system is the “ego” of the person in each these department. Instead of wanting the TEAM to improve, they value shielding themselves from criticism more.

So here are the takeaways…

  • Constructive conflict between departments is GOOD for your business
  • Pressure is a healthy condition of a successful business
  • Your ego is NOT your amigo! Feed your ego or feed your wallet

 

Show Your Boss How An Investment In YOU Can Restore Lost Opportunity

BY: Joe Crisara

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!

Top List Of HVAC Upgrades To Offer Your Clients

BY: Joe Crisara

Are you a door that stands in the way of opportunity for your clients to have a safer, healthier, more comfortable and reliable HVAC system? Or are you a window that shows people the possibilities to upgrade their current system.  Don’t have the imagination to think of solutions for clients? Here is my top list of HVAC upgrades to offer to clients on repair, maintenance & sales calls…

  • Outdoor “Re-level For Life” – Remount the outdoor system using limestone screenings and 3/4″ rubber isolator pads. Lifetime warranty on re-leveling can be given if you do it right.

  • Flood Prevention Emergency Protection –EZ trap” to shut off AC so it doesn’t flood your basement or attic.

  • Extreme Hot Weather Kit – Upgrade to a 50 amp contactor, hard start kit, 440 vac capacitors & install a time delay relay

  • Animal Guard – Pull 2 wire through 3.8″ poly vinyl jacket to protect against weed whacker’s and rodents chewing through outdoor wire

  • LED Can Light Retrofit – Identify unsealed can lights in a home and replace with LED retrofit to seal energy in home. Each can lights lose up to 1/2 ton of cooling in a home and allow fiberglass to infiltrate the living space

  • Attic Fire Breaks – If a chimney is not fire-breaked in the attic it allows fiberglass and contaminants to enter the home and is also a fire safety issue as well

  • Attic access Sealing – Why is the entire attic insulated and sealed but the attic access hole is unsealed.  Solid foam access doors that latch air-tight and attic staircase covers are available to stop massive infiltration from these holes

  • Power Surge Protection – Protect motherboards and damage to compressors by installing a surge protector

  • Carbon Monoxide – Fire – Smoke Safety Protection – Install a wifi connection low level carbon monoxide alarm in all levels of the home

  • Wifi Connected Temperature, System & Energy Monitoring System – A Wifi connected thermostat will not only allow you to control your temperature from a cell phone but also alerts clients to “System Needs Service” calls.

  • 5 Year thru 1 Year of Media Filter, Humidifier Pad &/or UV Bulb Replacements

  • Media &/or Electronic Air Filter Installations

  • Humidifier Installations (Steam-Power-Bypass)

  • UV Air Purifier Installations

  • Whole House Dehumidifiers – Super dry dehumidifiers for basements to prevent mold growth for the safety of the children

  • Return Air Duct Upgrades – Upgrade return air systems to 100% capacity so that clients stop damaging systems due to restricting the airflow. (This should be sold by each tech at least 3-4 times per week)

  • Grill & Register Replacements – Nothing looks worse on white carpet than brown registers. Also to upgrade return grills to aluminum from stamped metal.

  • Air Duct Sealing – Air is a product after it has heated or cooled. What are you doing to make sure that clients can keep the conditioned air that they have invested in?

Can you think of any others? Comment below and I’ll add them to the list!

A Webinar on Creating Desire For Smart Home Solutions by Joe Crisara

BY: Joe Crisara

YOU’RE INVITED TO LEARN HOW TO:
 
Create Interest & Desire For Smart Home Solutions!
 
Join us for a webinar led by #JoeCrisara, America’s Service Coach & CEO of www.jobi.pro
 
When: Thursday, February 1st at 5:30 Eastern time
 
What: Learn how to diagnose whole house issues and more importantly provide “Pure Motive” solutions for your clients to create higher value on every call. 
 
We will MOST importantly cover creating interest & desire so your clients want and need your solutions.
 
How: There are two ways you can join us. Join us via our Zoom meeting room or on Facebook Live.
 
FACEBOOK LIVE: Login to Facebook and search @ContractorSelling
 
ZOOM WEBINAR: Join from PC, Mac, Linux, iOS or Android:https://zoom.us/j/8053691650
 
Or iPhone one-tap:
US: +16699006833,,8053691650# or +14086380968,,8053691650#
 
Or Telephone:
Dial(for higher quality, dial a number based on your current location):
US: +1 669 900 6833 or +1 408 638 0968 or +1 646 876 9923
 
Meeting ID: 805 369 1650