Revenue Resultants
Driving Profit Performance

HVAC Sellutions is North America's residential contracting services industry's premier marketing resource, sales development and management support team working with home services contractors, industry trade associations and groups, manufacturers, distributors, and utilities to help them build efficient marketing systems and highly effective multi-million dollar, profit-generating sales organizations. We are “Revenue Resultants Driving Profit Performance”!
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December 21, 2009

Our Holiday Wish To You

by Drew Cameron

During this holiday season and with Christmas approaching, I reflect back on a year that was eventful to say the least no matter how you look at it personally and/or professionally. As we look toward 2010, I want to say thank you to all my family, friends, colleagues, and clients in and out of the industry for your support and confidence in me, my company and our services.

Complete Article...

December 9, 2009

CASE STUDY: To Pay a Salesperson a Salary Or Not

by Drew Cameron

Salesperson desires a salary either at hire, ongoing, or after being commission only for a period of time or facing going on commission only after the initial training salary expires. The other more likely scenario is that the salesperson is in a slump and not making sales. What should you do?

Complete Article...

November 2, 2009

CASE STUDY: Tech Loses Sale and Customer

by Drew Cameron

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?

Complete Article...

October 8, 2009

Tough Times Call For Tough Salespeople, Not Consultants

by Drew Cameron

As a traveling sales trainer, coach and business development consultant, I work with salespeople across the United States and am in homes with these salespeople every week. The most important lesson I teach, and the one salespeople I ride along with tell me makes the biggest difference in how they approach every sales opportunity, their performance, and personal income, is the positioning, timing, control and flow of information shared with potential customers.

Complete Article...

 
 

Articles, News, Events & Highlights

LAST CHANCE: Don't Forget About the Jam-Packed Sales WebinarDecember 14, 2009

Drew Cameron will present "Technician Communication Excellence & Sales Effectiveness" webinar on Tuesday, December 15th from 2:00 to 3:30pm ET for ACCA.

Service Managers will learn how to inspire technicians to aspire to a greater standard of performance and quality of living achieved by enhancing their customer communications and sales performance. 

The focus is on executing an effective 50-step service call process in order to setup sales opportunities and deliver excellent customer care.  From setting the stage properly technicians are able to maximize the revenue potential and profitability from every call and increase add-on sales, average tickets, agreement sales and lead generation, in addition to departmental cross-promotion, while delivering greater customer service and satisfaction.  Customers that feel better served will provide more referrals. 

Technicians that can  communicate more effectively without feeling like they are selling, but rather serving, will be more at ease, make more sales, and feel more fulfilled and be better compensated.  And the company will ultimately be more successful. 

You will walk away with a better understanding of an efficient service call process, effective customer care, excellent communications and dynamic sales skills, as well as some turnkey tools you can use to enhance the process.

Click here for details.

Gas Leak Destroys Home and Takes LifeDecember 11, 2009

Please take a look at this sad and devastating news story from Knowxville, TN about a life that was taken in an explosion and fire due to a natural gas leak.

Please make sure you inform your customers and the community about the importance of annual gas appliance maintenance and safety inspections and/or the need to replace old and faulty equipment.

Click here to watch video news segment.

Don't Miss The Sales Inspiring ACCA WebinarDecember 9, 2009

Drew Cameron will present "Technician Communication Excellence & Sales Effectiveness" webinar on Tuesday, December 15th from 2:00 to 3:30pm ET for ACCA.

Service Managers will learn how to inspire technicians to aspire to a greater standard of performance and quality of living achieved by enhancing their customer communications and sales performance. 

The focus is on executing an effective 50-step service call process in order to setup sales opportunities and deliver excellent customer care.  From setting the stage properly technicians are able to maximize the revenue potential and profitability from every call and increase add-on sales, average tickets, agreement sales and lead generation, in addition to departmental cross-promotion, while delivering greater customer service and satisfaction.  Customers that feel better served will provide more referrals. 

Technicians that can  communicate more effectively without feeling like they are selling, but rather serving, will be more at ease, make more sales, and feel more fulfilled and be better compensated.  And the company will ultimately be more successful. 

You will walk away with a better understanding of an efficient service call process, effective customer care, excellent communications and dynamic sales skills, as well as some turnkey tools you can use to enhance the process.

Click here for details.

Don't Miss Drew Cameron and Adams Hudson TeleseminarDecember 7, 2009

Drew Cameron will participate in a Teleseminar with Adams Hudson of Hudson Ink on December 10th at 2:00pm ET for Hudson Ink Coaching Club members.

Don't Forget to Catch the Drew Cameron and Adams Hudson TeleseminarDecember 1, 2009

Drew Cameron will participate in a Teleseminar with Adams Hudson of Hudson Ink on December 10th at 2:00pm ET for Hudson Ink Coaching Club members.

Catch Drew Cameron's Game-Changing Sales-Driving WebinarNovember 7, 2009

Drew Cameron will present "Technician Communication Excellence & Sales Effectiveness" webinar on Tuesday, December 15th from 2:00 to 3:30pm ET for ACCA.

Service Managers will learn how to inspire technicians to aspire to a greater standard of performance and quality of living achieved by enhancing their customer communications and sales performance. 

The focus is on executing an effective 50-step service call process in order to setup sales opportunities and deliver excellent customer care.  From setting the stage properly technicians are able to maximize the revenue potential and profitability from every call and increase add-on sales, average tickets, agreement sales and lead generation, in addition to departmental cross-promotion, while delivering greater customer service and satisfaction.  Customers that feel better served will provide more referrals. 

Technicians that can  communicate more effectively without feeling like they are selling, but rather serving, will be more at ease, make more sales, and feel more fulfilled and be better compensated.  And the company will ultimately be more successful. 

You will walk away with a better understanding of an efficient service call process, effective customer care, excellent communications and dynamic sales skills, as well as some turnkey tools you can use to enhance the process.

Click here for details.

Catch Drew Cameron and Adams Hudson TeleseminarNovember 1, 2009

Drew Cameron will participate in a Teleseminar with Adams Hudson of Hudson Ink on December 10th at 2:00pm ET for Hudson Ink Coaching Club members.

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Downloads

AFUE Efficiency % Increase Over Old Unit TableDecember 22, 2009

 This MS Excel worksheet illustrates the percentage increase in efficiency realized from upgrading from older equipment with a low efficiency AFUE rating to new equipment with a higher efficiency AFUE rating.The AFUE rating for the old equipment is on the left side of the... Click here to learn more & download...

Savings % Realized by AFUE LevelDecember 17, 2009

 This MS Excel worksheet illustrates the percentage energy savings realized from upgrading from older equipment with a low efficiency AFUE rating to new equipment with a higher efficiency AFUE rating.The AFUE rating for the old equipment is on the left side of the... Click here to learn more & download...

SEER Efficiency % Increase Over Old Unit worksheetDecember 15, 2009

This MS Excel worksheet illustrates the percentage increase in efficiency realized from upgrading from older equipment with a low efficiency SEER rating to new equipment with a higher efficiency SEER rating.The SEER rating for the old equipment is on the left side of the... Click here to learn more & download...

Savings % Realized By SEER Level WorksheetDecember 10, 2009

  This MS Excel worksheet illustrates the percentage energy savings realized from upgrading from older equipment with a low efficiency SEER rating to new equipment with a higher efficiency SEER rating.The SEER rating for the old equipment is on the left side of the... Click here to learn more & download...

Getting An Upfront Commitment to Mutual ExpectationsNovember 1, 2009

Most salespeople make unqualified presentations to prospects and then have all their knowledge and expertise used against them and shopped with the prospect ultimately buying from the competition for less, and perceivably for in their mind the same thing, when... Click here to learn more & download...

Investment Bonus FlyerOctober 22, 2009

This Investment Bonus Flyer and Manager's Special is designed to stimulate sales at the spur of the moment. You can create purchase incentives as needed in addition to your regular marketing promotions. You change this special as needed based upon seasonality or amount of incentive you are willing to offer to get sales. This way you can have a promotion launched within minutes and generating results immediately instead of waiting for direct mail, newspaper, television, radio, etc. if sales suddenly slow down. The flier should also help get some people “off the fence” that are thinking it over.  Click here to learn more & download...

Tax Credit Radio and TV ScriptOctober 19, 2009

The Tax Credit Radio and TV Script can be used as a stand alone promotion of in conjunction with the "Cash for Clunkers" direct mail piece an/or newspaper insert. Click here to learn more & download...

Cash for Clunkers Direct Mail Flyer or Newspaper InsertOctober 15, 2009

The Cash for Clunkers direct mail flyer or newspaper insert is designed to help promote a combination of buyer incentives to purchase high efficiency systems. Buyer incentives include manufacturer rebates, utility rebates, trade-in allowances, federal government tax credits, and special financing.  Click here to learn more & download...

Installation Incentive Pay ProgramOctober 12, 2009

The Installation Incentive Pay Program is a simplistic program designed to incentivise installers to perform effectively and efficiently as well as increase productivity, profitability, and customer satisfaction while maintaining quality.  Click here to learn more & download...

How Installation Affects EfficiencyOctober 8, 2009

The How Installation Affects Efficiency document is a sales resource for salespeople and service technicians to illustrate to a homeowner that the equipment efficiency alone does determine the ultimate overall delivered efficiency of the system once it is installed in a house. Click here to learn more & download...

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