Charlie "Tec Daddy" Greer
Running Service – Step Twelve: Concluding the Service Call
The is the final installment of a year-long primer designed to teach you what to do when running service calls, and how to maximize each call in an honest and professional manner. Charlie says, "I'll tell you everything I do; from the moment the call is dispatched, to the greeting at the front door, to closing, down to what I do to prevent 'buyer’s remorse.'"...
Running Service Step 11: Doing the Work
Charlie Greer is in the midst of a year-long primer designed to teach you what to do when running service calls, and how to maximize each call in an honest and professional manner. "I'll tell you everything I do; from the moment the call is dispatched, to the greeting at the front door, to closing and handling objections, down to what I do to prevent 'buyer's remorse,' "Charlie says. Here is installment number 11....
Running Service Step 10: Getting the Signature
Charlie Greer is in the midst of a year-long primer designed to teach you what to do when running service calls, and how to maximize each call in an honest and professional manner. "I'll tell you everything I do; from the moment the call is dispatched, to the greeting at the front door, to closing and handling objections, down to what I do to prevent 'buyer’s remorse,'" Charlie says. Here's installment number 10....
Running Service Step Nine: Closing on Service Calls
Editor’s Note: Charlie Greer is in the midst of a year-long primer designed to teach you what to do when running service calls, and how to maximize each call in an honest and professional manner. Here is installment number 9....
Running Service Step Eight: What to Stress
Editor's Note: Charlie Greer is in the midst of a year-long primer designed to teach you what to do when running service calls, and how to maximize each call in an honest and professional manner. Here is installment number 8....
Running Service Step Seven: The Setup
Charlie Greer is in the midst of a year-long primer designed to teach you what to do when running service calls, and how to maximize each call in an honest and professional manner. Here is installment number 7....
Running Service Step Six: Repair vs. Replace
Editor's Note: Charlie Greer is in the midst of a year-long primer designed to teach you what to do when running service calls, and how to maximize each...
Running Service Step Five: The Paper Towel Close
Charlie Greer is in the midst of a year-long primer designed to teach you what to do when running service calls, and how to maximize each call in an honest and professional manner. “I'll tell you everything I do; from the moment the call is dispatched, to the greeting at the front door, to closing and handling objections, down to what I do to prevent ‘buyer's remorse,’” Charlie says. Here is installment number 5....
Running Service Step 4: Never Quote the Bare Minimum
Editor's Note: Charlie Greer is in the midst of a year-long primer designed to teach you what to do when running service calls, and how to maximize each...
Running Service Step 3: The Complete Inspection
Charlie Greer is in the midst of a year-long primer designed to teach you what to do when running service calls, and how to maximize each call in an honest and professional manner. “I'll tell you everything I do; from the moment the call is dispatched, to the greeting at the front door, to closing and handling objections, down to what I do to prevent ‘buyer's remorse,’” Charlie says. Here is installment number three. ...
Running Service Step 2: Your First 60 Seconds
Editor's Note: Charlie Greer is in the midst of a year-long primer designed to teach you what to do when running service, and how to maximize each call...
Running Service Step 1: Your Drive Time
the next 13 months, Charlie Greer is going to teach you what to do when running service, and how to maximize each call in an honest and professional manner....
Differentiation Leads To Decisions
Contractors, service technicians, and salespeople call me often for advice on closing replacement sales. The most asked-for advice is how to distinguish yourself enough from the competition to “get your price,” and how to get people to stop putting off making a decision. ...
Coil Cleaning: Sell it, or Systems Die!
Many technicians make the mistake of quoting cleaning customers' coils as an option. That's why they get a lot of turn-downs. But there's more at stake...
Don't Buy Into Customers' Sob Stories
Has this ever happened to you? You show up on a sales or service call, and the customer confronts you at the front door with, We don't want to spend a...
How to QUANTIFY QUALITY to prospective customers
When prospective customers tell me my price is too high, I ask, Is it the price or the cost you're concerned about? They'll usually ask, in so many words,...
Running the Inspection Call
Arrive at the door, clipboard in hand, with the inspection form clearly visible. Say, As a point of clarification, Mr(s). (customer name), for $ (price...
It's All About the Blower
In my last article, I suggested that your spring 2009 promotion be a low-cost air conditioning as opposed...
Air-Conditioning Inspections
This year, instead of promoting "tune-ups," I suggest you promote "pre-season inspections" to all your existing non-service agreement customers. These are people you know have had trouble with their systems in the past, and with whom you've already established a positive relationship....
Replacement Sales in a Tough Economy
Using Service Invoices One of the easiest groups of people to sell to are customer's with ongoing problems with older equipment, and aren't in the market...
Tec Daddy: 15 Minutes to More Replacement Sales, Part 2
Last month I summarized the first half of winner Jamie Gerdsen’s presentation. It covered the winning attitude required of salespeople and pre-call planning. This month, I’ll give you the rest, which is the nuts-and-bolts of a sales call, including following up. ...
Tec Daddy: I'm a Salesperson, Not a Technician!
I received an email from a replacement salesperson with a few questions regarding equipment I’d recommend for testing air distribution systems. Then suddenly he emailed me the single statement, “I am a salesperson, not a technician!” ...
The Last Word: It's CO Season Are You Ready?
As the leaves change colors and crisp fall nights descend upon us, the spectre of carbon monoxide (CO) hangs over homes all across the country. The familiar smell of dust burning off heat exchangers is a grim reminder that we’ll soon see more news stories about families severely injured or killed by this silent killer....
Tec Daddys Corner: 15 Minutes to More Replacement Sales (Part 1)
What did you learn at HVAC Comfortech to start making more sales immediately? A lot, if you attended Comfortech Idol 2008: Tournament of Champions....
Tec Daddys Corner: Breakin da Rules
Jason, a contractor who runs his own replacement sales calls, writes: Following up is not a strong point of mine. My confidence is low after being shut down on sales calls. The customer wants me to give information over the phone and is avoiding meeting me in person. ...
