Service Sellutions

This page contains an archive of all topics, features & content posted to HVAC Sellutions in the Service Sellutions category. Content is listed from oldest to newest.

  • CASE STUDY: Tech Loses Sale and Customer »
    • A technician visits a home with no heating on a 18 year-old heat pump where the diagnosis is a dead compressor. The tech gathered all the necessary information to prepare a quote. When the office called the customer to schedule a follow-up visit to present the tech’s findings and recommendations, the customer did not want to set an appointment and wanted the quote faxed or emailed. As it turns out the customer already received a quote from a competitor, and wanted to comparison shop. How do you stop this from happening?Read More »
  • "A Respective Collective Perspective" »
    • Finally a voice of reason (even if it did have to come from a short guy in Alabama)! Adams Hudson, president of Hudson Ink - Creative Marketing That Works, gets on his soap box and says what all good business professionals and smart common folk alike think and feel, especially me...Read More »
  • How To Determine Your "Right" Price »
    • How do you determine the “right” price for which to sell your products and services? Beyond all the theory and fancy formulas and methodologies for arriving at the correct selling price, the right price is actually the price you are content to sell your wares for and the price which customers are willing to pay.Read More »
  • HVAC Selling Service Technician Bonus Program »
    • The HVAC Selling Service Technician Bonus Program is a document that can be customized to your company, market, personnel and business objectives in accordance with all state and federal labor laws (consult an attorney before implementing).Read More »
  • HVAC Service & Maintenance Career Path »
    • The HVAC Service & Maintenance Career Path is a document that can be customized to your company, market, personnel and business objectives in accordance with all state and federal labor laws (consult an attorney before implementing). The concept behind the HVAC Service & Maintenance Career Path is provide existing Service and maintenance technicians, newly hired or those you are recruiting with a clearly define job progression with goals for advancing and increasing their compensation as their skill set and value to the company increases.Read More »
  • Installation Callback Internal Feedback Form »
    • This Adobe PDF document is a form that your installation or service technician can complete when running a callback on an installation, whether it be his/her own job or that of another technician. By doing so you can reduce your callback rate to near zero.Read More »
  • Service Callback Internal Feedback Form »
    • This Adobe PDF document is a form that your service or maintenance technician can complete when running a callback on a previous call, whether it be his/her own call or that of another technician. By doing so you can reduce your callback rate to near zero.Read More »
  • How To Avoid Stalls and Put-offs - Close The Sale »
    • It is closing time in the sales process and you are at what seems to be an impasse with your prospect. Not with the prospects that will make a buying decision one way or another (i.e. those prospects that say yes or no), but rather the prospects that arrive at a non-buying decision and do nothing (i.e. those who can't or won’t give you a firm buying decision one way or the other – positively or negatively). What can you do?Read More »
  • Salespeople vs. Selling Techs – What Makes Sense? »
    • It seems that many contractors have differing opinions on the issue of promoting an in-house service tech to a sales position, versus hiring a professional salesperson from outside the company? This debate is one that has raged on in the HVAC industry for years, and you can rest assured that this article will only serve to add fuel to someone’s fire, but let’s just consider some of the following:Read More »
  • "Why Should I Stay Focused As A Salesperson?" »
    • I get asked this question by long time sales veterans quite frequently. Other than the obvious reasons of maintaining your job and making as much money as possible, what other rationale or objectives could there be to keep a seasoned pro focused and motivated as a salesperson?Read More »

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