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Featured Resources THIS WEEK: Watch Total Immersion LIVE Click Here Click here on to watch our Total Immersion Sales Summit LIVE from Baltimore. The summit starts on Sunday, May 11th and runs through Friday May 16th. It is broadcast on Sunday from 6 pm until 9 pm eastern time. On Monday through Friday it is broadcast from 9 am until 5 pm eastern time. . . . keep reading FINAL TWO LIVE Total Immersion Summits This Spring If you have ever wanted to experience our material LIVE but did not have the resources to attend our full one week summit, now is your chance. Join us in Baltimore on the week of May 11th or in Los Angeles on the week of May 18th. These are the last two sessions of the spring. So if you want to improve your sales revenue and profit join us now before the summer. . . . keep reading VIDEO: Closers Playbook - Running the "Mirror Play" In this segment of the Hour of Sales Power we take a page from the Closers Playbook. Joe Crisara interviews Rick in this segement as they dissect the "Mirror Play" which is a powerful technique that gets the buyer to looka t what they are saying or doing in the "mirror" to see a more functional path. Watch & learn as your buyer sells you. . . . keep reading Platinum Furnace & Air Conditioner Packages Best Ever Flat Rate Platinum Furnace & Air Conditioner Package pricing pages. This is a fill in the blanks pricing section for you to insert into your flat rate price book. Please note that prices ARE NOT TO BE USED, You MUST modify the prices using your own pricing formulas and then enter those prices in to properly use this section. Using this as a starting point, you can modify all descriptions and warranty to reflect your company policy . . . keep reading VIDEO: Connecting Your Diagnosis To The Presentation In this segment of the Hour of Sales Power we go in depth and examine how to ask questions to diagnose the customer and the technical issues. We then show how the answer to thses questions will connect with your presentation to create desire on the part of your buyer so that your presentation is "on code" for exactly what the buyer wants. . . . keep reading AUDIO: Total Immersion Post Summit Coaching This is an audio where we are coaching the participants of the Total Immersion Summits we have recently held in April. In this HVAC, Plumbing and Electrical sales coaching session we the results and challenges of some of the student of the most recent session held the last week in April 2008 . . . keep reading Office Works: Setting Up Profitable Maintenance Calls In this segment of Office Works TV we cover how CSR's and Dispatchers can set up maintenance calls that can be more profitable. We go over the importance of the maintenance program, how to best set up and schedule these calls as well as evaluating whether your techs are being effective in their approach. . . . keep reading DOWNLOAD e-Book: How To Manage Unprofitable Customers This e-book special report is a summary of our Office Works video segment on how you can identify and attempt to manage unprofitable customers in a service business. Customers who consume company resources without contributing to the profit can infringe on the goodwill and ability of your company to serve your customers who are profitable. Watch and learn to evaluate the profitability of your customers . . . keep reading VIDEOS: Total Immersion April 2008 Presentations This is a video juke box of the recent Total Immersion attendees doing their final sales presentations and their subsequent objection handling. Watch each attendee and their attention to detail in following the various steps of the sales process. One of the most remarkable things that all attendees have shared is their increased ability to handle and turn objections into sales. . . . keep reading VIDEO: Selling Repairs On A/C Maintenance Calls In this segment of the Hour of Sales Power we take a look at how to sell repairs on air condtioning maintenance calls. We also examine how we can inspire customers to ask you for a complete replacement oppportunity as well. Watch as we show you how to create curiosity and desire on these calls that will allow your customer to repair or replace their system . . . keep reading Office Works: How To Manage Unprofitable Customers In this segment of Office Works TV we explore how to manage the unprofitable customer. Is the customer always right? Not hardly. In this segment we profile certain types of customers and take you through a process to help you determine whether you can save them or if you should divest from them. . . . keep reading DOWNLOAD: Power Point Price Presentation This is a pricing presentation for a gas fired boiler system. The file was prepared on MS Power Point and is intended to be used in conjunction with the "slide show" function of the program. To view the presentation, go to the SLIDE SHOW tab in Power Point and click on VIEW SHOW and watch the pictures and the words appear. This is great for sales people who do not want to leave behind . . . keep reading More

Featured Articles Joe's Recommended Reading For Top Sales Professionals Here is a list of required reading that I personally recommend for top sales professionals. I promise that if you read these books, and you really want to improve, a fire will be lit inside of you that may change your life forever. This material is that powerful. Please read them and then live the life you have always imagined. . . . keep reading ARTICLE: 13 Things To Avoid When Changing Habits I've learned a lot about changing habits in the last 2 1/2 years, from quitting smoking to taking up running and GTD and vegetarianism and waking early and all that. I could go on, of course, but you get the picture. I've not only learned a lot about what you should do when changing habits, but through my failures, I've learned about what not to do. And trust me I've had lots of failures. I've found failures to be just as important as successes when trying to learn how to improve, especially when it comes to changing habits. . . . keep reading ARTICLE: Buyers Remorse Story With "Rolls Royce" Ending When you are a higher priced and more premium company, you NEVER have to defend or justify your price. Would you ever complain to the clerk at Nordstrom's over the price? How about if you were buying a Rolls Royce? Would you actually haggle over a cheaper one? Imagine yourself in the Rolls Royce showroom, "$525,000 is outrageous!! I won't pay a dime over $520,000!" . . . keep reading ARTICLE: Jacob's Dream of Egypt Worth Asking For Little 7 year-old Jacob's latest lesson that sales people could learn, stems from his unique ability, unfettered by the brainwashing that adults have been subjected to through the years, to dream and unabashedly ask for anything he wants in the universe. Last week, Aunt Julie had another conversation with the little fella' and as usual tried to entice him to come out and visit us . . . keep reading ARTICLE: Study Shows For Consumers Ignorance Is Bliss When it comes to shopping, researchers at the University of Iowa have found that sometimes ignorance really is bliss. This goes along with what I have been saying for years, against the conventional tide of the contracting industry, about providing too much jargon like BTU's, SEER and other non-sensical trade terms when selling to your customer.In what they call the "Blissful Ignorance Effect," . . . keep reading ARTICLE: The Clear Benefit of a Clear Head There are few things as frustrating as trying to find something that you need quickly. Just the other night, I was packing my gym bag with the next day's outfit and realized I couldn't find my pair of black shoes - the pair of black shoes I hadn't worn in over a month. Worry began to set in as I looked for them. My searching became frantic as I continued to check the closet by the back door, my bedroom closet . . . keep reading 6 Year-Old Nets New Toy With "Money Warning" Last week was my nephew Jacob's birthday. He would be turning 7 on Wednesday and is in the first grade. Like usual I was shopping for a last minute birthday gift for him and had no idea what to get him. After spending hours racking my brain about the whole thing I decided to just give him a call and ask him what he wanted directly. You know the age old question, "What do you want for your birthday?" . . . keep reading ARTICLE: One Man's Joy, Is Another's Bitter Disappointment Think about it. Most of the time we spend competing, whether we win or lose, is used up worrying about what the opponent will do next, or our next situation or practicing for the worst thing that could happen. This is true both in the sales profession as well as in football. When you or your team is winning, can you really ever enjoy it as much as you would like? . . . keep reading ARTICLE: Surviving A Recession As a Service Contractor On every list serve I subscribe to there has been talk and even panic about the current economic conditions&& I know that most of the country is still doing just fine. But there are some cities and towns that are now in real trouble. Here are some tips for service contractors based on my experience in having helped many clients survive much worse over the past 30 years. As we look at the steps . . . keep reading ARTICLE: High Price Raises Perception of Quality In an article in the January 2008 Economist magazine, a study was cited that was done by Dr. Antonio Rangel of the California Institute of Technology. Rangel found that if people are told a wine that they are tasting is expensive, the perception in their brain evolves to increase the quality of the wine they had consumed based on nothing other than higher price meaning a higher quality. . . . keep reading Warm Up to Your Work When Business is Cold Because I rarely get sick, I often forget how miserable it can be to come down with a nasty virus. Unfortunately, I was reminded of its pain and misery when I was recently afflicted with some form of 24-hour bug. Unable to eat, sleep, or stay hydrated, I spent most of my time curled up in the fetal position, wondering how long I would be in such acute pain. Gathering all the blankets around the house, I covered myself completely . . . keep reading ARTICLE: The Four Laws of Simplicity The problem with many books and guides on simplifying your clutter, your work life, your desk, your life, is that they are usually too darn complicated. We need a simple method of simplifying. It's been nearly a decade since I first started trying to simplify my life, and in those years I've struggled with clutter . . . keep reading ARTICLE: When Was The Last Time Your Price Was Too Low? How many salespeople have you heard that suffer from the belief that their price is higher than their competition? These "happy losers" have fooled themselves and are in a perpetual state of self delusion. These sales people are just happy to keep showing up for each call falling victim to each excuse a customer gives them about the price being the issue. They actually have convinced their own brain that this is the reason . . . keep reading ARTICLE: Don't Let After Holiday Blahs Kill Your Sales The let down that most service companies suffer after the holidays can not only make you feel the dreary reality of winter, but can also put you and your company behind the eight ball for months trying to recover. One of the things that true professionals are great at is to segment their personal and professional lives. They avoid being subject to the ups and downs of both their lives and their careers. . . . keep reading ARTICLE: Should You Use Our Flat Rate System? I have been getting tons of inquiries from contractors looking for more information on the ContractorSelling.Com flat rate system. Our flat rate materials and books are exclusively used by our clients and over 600 members of our site. These members use our system to compliment the very persuasive way that they have learned to sell, using our material. If any of you are considering a purchase of a more traditional flat rate system such as an "excel" type list with 2,000 task numbers and a large database of parts, then you should probably consider one of the others you have no doubt already seen. . . . keep reading ARTICLE: Don't Clown Around On Your Next Presentation If you have been to a children's ward at most any hospital before, you will notice that the wall paper is decorated with whimsical drawings of circus clowns. At first glance it seems so "value added" that the hospital would try to inspire "cheer" in the tots by providing a fun theme like clowns. However a recent state sponsored study in Great Britain shows overwhelmingly that this view is NOT shared by the children patients . . . keep reading More