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Answer Upon - What Do You Sell?
The internet plays an important part in the lives of most people. The most spectacular growth of Internet usage is among teenagers, who use it for a lot of purposing from doing their work for school to chatting with people half way around the world. All the information
At one company I use to work for, I got my boss to start selling what we could do for the prospect and not what brand of equipment we sold. By the way we were a Lennox dealer, which is what we ended up selling to almost all the prospects, but if someone was hung up having a Carrier unit we would find someone to buy it from and give the client exactly what they wanted.
Once we started doing this
While watching a historical cable program called Dogfights I saw a great example of empowerment with individuals acting on their own skills and leadership abilities.Robin Olds, a World War II Army Air Corps fighter ace, took over a fighter wing in Vietnam. His gr
Do you sell equipment or do you sell your services? If you just sell equipment without putting the priority on service, you have a major problem.
Please, stop selling equipment!
I can hear you screaming, if I can’t sell equipment I will go out of business.
I didn’t say you couldn’t install equipment, I just want you to stop selling equipment.
Still don’t understand? Let me explain.
What is the first thing you do when someone calls your office or you are out on a sales call and someone asks you what kind of equipment you sell, what do you tell them?
99.99% of HVAC contractors tell them a particular brand (Trane, Rheem, Lennox, Armstrong etc).
Once you do this, the customer puts you in the same pile as all the other contractors who sell that particular brand of equipment, even the lowball seller.
You have set yourself up to be selling on price alone. And when you do, you will find that almost always the lowest price wins.
Ok! So what should I do?
Instead, you should tell the prospect that you sell whatever equipment is right for their home. And the only way you can tell what is right for their home, is to do a survey of their needs by looking at their home, and asking them a few questions.
This will immediately separate you from all other contractors the prospect has contacted. Not only that but it also gets you into the home.
This way you can sell what you and your company can do for them and avoid the lowball price leader.
At one company I use to work for, I got my boss to start selling what we could do for the prospect and not what brand of equipment we sold. By the way we were a Lennox dealer, which is what we ended up selling to almost all the prospects, but if someone was hung up having a Carrier unit we would find someone to buy it from and give the client exactly what they wanted.
Once we started doing this
With only twenty four hours in the day, it is almost impossible to get everything done. We have all been in a situation – whether it is in school or a work environment, when we pray for even just an extra minute of time. After all, with such demanding schedules, even a
I didn’t say you couldn’t install equipment, I just want you to stop selling equipment.
Still don’t understand? Let me explain.
What is the first thing you do when someone calls your office or you are out on a sales call and someone asks you what kind of equipment you sell, what do you tell them?
99.99% of HVAC contractors tell them a particular brand (Trane, Rheem, Lennox, Armstrong etc).
Once you do this, the customer puts you in the same pile as all the other contractors who sell that particular brand of equipment, even the lowball seller.
You have set yourself up to be selling on price alone. And when you do, you will find that almost always the lowest price wins.
Ok! So what should I do?
Instead, you should tell the prospect that you sell whatever equipment is right for their home. And the only way you can tell what is right for their home, is to do a survey of their needs by looking at their home, and asking them a few questions.
This will immediately separate you from all other contractors the prospect has contacted. Not only that but it also gets you into the home.
This way you can sell what you and your company can do for them and avoid the lowball price leader.
At one company I use to work for, I got my boss to start selling what we could do for the prospect and not what brand of equipment we sold. By the way we were a Lennox dealer, which is what we ended up selling to almost all the prospects, but if someone was hung up having a Carrier unit we would find someone to buy it from and give the client exactly what they wanted.
Once we started doing this
In the Tittha Sutta, some monks remarked to the Buddha that there are many followers of other teachings with differing opinions, who bicker with one another on what is and is not the truth. The Buddha described the situation with a story... Once, a king gathered men bli
Once you do this, the customer puts you in the same pile as all the other contractors who sell that particular brand of equipment, even the lowball seller.
You have set yourself up to be selling on price alone. And when you do, you will find that almost always the lowest price wins.
Ok! So what should I do?
Instead, you should tell the prospect that you sell whatever equipment is right for their home. And the only way you can tell what is right for their home, is to do a survey of their needs by looking at their home, and asking them a few questions.
This will immediately separate you from all other contractors the prospect has contacted. Not only that but it also gets you into the home.
This way you can sell what you and your company can do for them and avoid the lowball price leader.
At one company I use to work for, I got my boss to start selling what we could do for the prospect and not what brand of equipment we sold. By the way we were a Lennox dealer, which is what we ended up selling to almost all the prospects, but if someone was hung up having a Carrier unit we would find someone to buy it from and give the client exactly what they wanted.
Once we started doing this
Well-written content drives business. Whether it's copy on your website, copy for your direct mailings, an impressive article, a business plan or proposal, the words you choose determine your profits. Because written content covers a lot of territory, if you’re ready t
This will immediately separate you from all other contractors the prospect has contacted. Not only that but it also gets you into the home.
This way you can sell what you and your company can do for them and avoid the lowball price leader.
At one company I use to work for, I got my boss to start selling what we could do for the prospect and not what brand of equipment we sold. By the way we were a Lennox dealer, which is what we ended up selling to almost all the prospects, but if someone was hung up having a Carrier unit we would find someone to buy it from and give the client exactly what they wanted.
Once we started doing this
If you are suffering and losing customers you definitely want to take in the tips in creating an excellent company. These tips won’t break the bank, after all they are just for shoe string budgets only.In creating excellence in your business, isn’t about what yo
At one company I use to work for, I got my boss to start selling what we could do for the prospect and not what brand of equipment we sold. By the way we were a Lennox dealer, which is what we ended up selling to almost all the prospects, but if someone was hung up having a Carrier unit we would find someone to buy it from and give the client exactly what they wanted.
Once we started doing this we started making an extra $1000.00 to $1500.00 per job and had fewer complaints.
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