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December 21, 2009
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
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
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
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...
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 Articles, News, Events & Highlights
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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. 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. Drew Cameron to Present ACCA WebinarOctober 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. ACCA Hosts "Super Colossal Sales Performance Enhancement" WebinarOctober 6, 2009
On August 6, 2009 ACCA hosted Master Sellutionist Drew Cameron to present Super Colossal Sales Performance Enhancement webinar answer the following questions. - Are you frustrated with your salespeople’s performance?
- Is your sales team generating the revenue you expect from your leads?
- Do your salespeople lose sales that your company deserves?
- Are prospects deferring your salespeople with a buying system that is more powerful than your selling system?
Why? Discover how hidden weaknesses sabotage salespeople’s ability to deal with objections. Discover why most salespeople have so much in the pipeline, yet fail to close deals.
If you answered “YES” to any of those questions then you need to learn the secrets that yield ultimate sales improvement and consistent performance enhancement and maximum success. You will walk away with real world proven management strategies for leveraging maximum top and bottom line results. Find what you have been overlooking, and get the answers and solutions to put your company on the leading edge.
DON’T MISS OUT!!! You can access an archive of the full session and get all downloadable content.
Click here for details. ACCA Host "Recruiting For Riches" WebinarSeptember 30, 2009
On July 9, 2009 ACCA hosted Master Sellutionist Drew Cameron to present his highly sought after “Recruiting for Riches: An Insider’s Guide To Building A Winning Team” session as a webinar complete with downloadable content where we addressed the following issues. - Do you struggle to find top-producing people?
- Do you make bad hires that either quit or have to be de-hired?
- Are you frustrated by hiring people that are not “as advertised”?
- Want to know how to compensate to drive performance?
Discover the top 15 proven trade secrets for building a high-powered top-producing staff from the #1 HVAC Sales Recruiter in the country. You will be exposed to some of the most highly-regarded proprietary intellectual property for recruiting superstars for any position. Learn how to distinguish between the seeds, the weeds and the ghosts that turn into the “Phantom Menace” that can haunt your company for years, even after they are gone, and profit greatly as a result.
DON’T MISS OUT!!! You can access an archive of the full session and get all downloadable content.
Click here for details. ACCA Hosts "Why Survive Tough Times When You Can Win?" WebinarSeptember 23, 2009
Why Survive Tough Times When You Can Win? On June 11, 2009 ACCA hosted Master Sellutionist Drew Cameron, president of HVAC Sellutions, as he presented his revolutionary proven techniques he uses with his consulting clients to stimulate leads and keep sales flowing no matter what the economic landscape.
Are your sales receding? News of a bad economy got you worried? Do your customers seem to be in a holding pattern due to weak consumer confidence in the marketplace? Is foreclosure preventing sales closure? Are you wondering how you can get out of your sales slump and turn on the sales pump?
You are not alone, but never fear help is on the way.
Surviving is for “at-leasters” – those saying business is slow, but at least we’re still in business. Winners say failure is not an option and we are in control of what happens and when it happens, and only we can make it happen and act as a catalyst for change.
You will gain insight on how to change course quickly and ramp up your marketing machine with creative concepts and low-cost lead generating strategies. Once your marketing sets up the pins, Drew will show you how to knock down more of them more frequently than your competition, even at higher prices, and achieve a competitive edge with a level of distinction and differentiation unsurpassed in the market.
Why play the same game as all your competitors? Most sales training teaches you how to play the same game only better and helps you increase sales arithmetically. We will teach you how to change the game – utilizing the differentiation you can possess with quality installation practices; airflow, equipment and whole performance solutions; and indoor air quality remedies and the unique competitive advantages you can leverage as a result: home and duct performance testing and repairs; ability to look at the whole house to solve IAQ/comfort/high energy bill problems; and system design and modification capabilities that really do save energy and money.
Achieve Differentiation and Capitalize in an Ever-Changing Industry & Economy
Whether or not your product and services get purchased by consumers depends solely upon your marketing’s, salespeople’s, and technicians’ ability to differentiate your solutions in the eyes and minds of consumers. If you your sole determining factors are the brand, capacity, efficiency, price, length of time you have been in business or any other superficial criteria your recommendations and solutions will be lost among the sea of sameness with your competition.
Not only can your competition NOT offer these solutions, they ARE NOT even considering them – They are not even in the game – They are ignorant and oblivious. Thus, when you are the only one playing the new game your sales will increase geometrically and then exponentially.
DON’T MISS OUT!!! You can access an archive of the full session and get all downloadable content.
Click here for details. See Us At HVAC Comfortech in NashvilleSeptember 22, 2009
While in Nashville, be sure to drop by and catch Drew Cameron's seminar entitled "Sales Management Troubleshooting: If You've Got Questions, We've Got Answers."
Seminars sessions are scheduled as follows: Wednesday, September, 23rd from 3-4pm in Room 104
Friday, September, 25th from 8-9am in Room 208
Saturday, September 26th from 10:15-11:15am in Room 201
Don't miss the Consultant's Corner Rapid Fire Session.
Thursday, September 24th, from8-9am in Room 201
If you don't get the answers or details to answers you need during the session, schedule a 30-minute no cost, no obligation consultation with one of the many knowledgeable consultants to get the help you need. Stop by booth #1108 during Exhibit Hall hours to schedule your consult session.
HVAC Sellutions is a proud sponsor for the 3rd year in a row of the Service Roundtable welcome reception from 9:30 until Matt Michel pulls the plug. Stop by booth #1000 for details and be sure to get a tee shirt with our logo.
Click here to learn more about HVAC Comfortech.Last Chance To Vote!!!August 3, 2009
Tom McCart Consultant of the Year Award Nominations are Now Being Accepted
There are many awards and recognition platforms for contractors and practitioners within the industry. And yet, there is an under-recognized class of professionals devoting countless hours to the betterment of contractors and the industry as a whole.
These are the Industry Consultants.
Last year, the Service Roundtable (SR), for which I am an active Coach & Consult Partner and frequent contributor joined forces with Contracting Business magazine, for which I have written articles and provided article content and input, spoken at HVAC Comfortech and on the Roadshows, and organized the Consultant’s Corner, to create the Tom McCart Consultant of the Year award. Nominations are open to all.
I know some of you are not members of SR or are affiliated with other groups - that's okay, you do not need to be a member or read the magazine to nominate your favorite consultant. The consultants with the most nominations are named as finalists and voted on by Service Roundtable members.
Please take a moment to think about what you and your company have achieved over the years and consider any consultants or coaches that have helped you to attain your level of success. If so, please make sure they are recognized for their efforts and nominate your favorite Consultant/Coach from which you feel you have gained the most.
Charlie Greer was the first recipient to receive this prestigious award. We are now taking nominations for the 2009 recipient. Send your nomination to Janet.Thomasson@serviceroundtable.com. Service Roundtable members will have an opportunity to vote on the finalists at the end of the summer. The award will be presented at Comfortech 2009 in Nashville.
Lastly, by all means whether or not you submit a nominee, be sure to attend the HVAC Comfortech in Nashville September 23-26, 2009. You will be glad you did. Drop in and catch my session on Sales Management Troubleshooting or catch me on the Exhibit Hall floor with my friends at the Duffy Marketing booth.
Please let us know if there is anything we can do to help you achieve your goals in 2009.
All the best! Don't Forget to Vote!!!July 14, 2009
Tom McCart Consultant of the Year Award Nominations are Now Being Accepted
There are many awards and recognition platforms for contractors and practitioners within the industry. And yet, there is an under-recognized class of professionals devoting countless hours to the betterment of contractors and the industry as a whole.
These are the Industry Consultants.
Last year, the Service Roundtable (SR), for which I am an active Coach & Consult Partner and frequent contributor joined forces with Contracting Business magazine, for which I have written articles and provided article content and input, spoken at HVAC Comfortech and on the Roadshows, and organized the Consultant’s Corner, to create the Tom McCart Consultant of the Year award. Nominations are open to all.
I know some of you are not members of SR or are affiliated with other groups - that's okay, you do not need to be a member or read the magazine to nominate your favorite consultant. The consultants with the most nominations are named as finalists and voted on by Service Roundtable members.
Please take a moment to think about what you and your company have achieved over the years and consider any consultants or coaches that have helped you to attain your level of success. If so, please make sure they are recognized for their efforts and nominate your favorite Consultant/Coach from which you feel you have gained the most.
Charlie Greer was the first recipient to receive this prestigious award. We are now taking nominations for the 2009 recipient. Send your nomination to Janet.Thomasson@serviceroundtable.com. Service Roundtable members will have an opportunity to vote on the finalists at the end of the summer. The award will be presented at Comfortech 2009 in Nashville.
Lastly, by all means whether or not you submit a nominee, be sure to attend the HVAC Comfortech in Nashville September 23-26, 2009. You will be glad you did. Drop in and catch my session on Sales Management Troubleshooting or catch me on the Exhibit Hall floor with my friends at the Duffy Marketing booth.
Please let us know if there is anything we can do to help you achieve your goals in 2009.
All the best! View Archives
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Downloads
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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... 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... 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... View All Downloads
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