The busy season of unforgiving heat has finally arrived and it’s time to execute your plans. Ask yourself the following questions to make sure both you and your company are ready to fire on all cylinders.
Are comforter advisors prepared?
Role-playing, gathering lists of customers to visit, and setting up lead closing expectations are great ways to prepare the sales team. Be sure to place ownership on that team, and make them your lead “cheerleaders” of the company. After all, they drive the business that you service.
Is the service organization ready to roll?
Your installers need to know what the “perfect installation” looks like. The service technicians need to know when to turn over leads to comfort advisors. And on a high level, does the team dress well? All these need to be led with confidence to ensure less callbacks and more productivity.
Does the team know their role in making this summer a success?
Do they answer the phone in a professional and knowledgeable way? Do they know what makes your company different than the competition? Can they articulate this difference to customers? Even if just one of these answers is no, then your team isn’t ready.
Everyone must be on their A-game in product knowledge and motivation. Through this analysis, you’re on your way to performing at the highest level you possibly can. When every answer is yes, then you’re ready to make your company the one and only choice in your community.
Good luck and have a great selling season.
Mike Moore is the HVAC Training Director at HVAC Learning Solutions, an HVAC industry expert in sales, technical, and business training. Visit Mike’s blog for more insights. Mike can be reached on Twitter @hvaclearning or on Google+ at gplus.to/hvactraining.
