0:40 – Be a Market Leader 1:14 – Advantages of Market Leadership 1:15 – 1st Advantage: Set the buying criteria 1:58 – 2nd Advantage: less sensitive to market change 2:54 – Strategies to become a market leader 2:58 – Strategy 1: Produce content regularly 3:37 – Word of caution! 4:50 – The key is to […]
A complete list of our podcasts
Episode 7: 2013 Pep Talk
1:03 – Frustration defined 1:41 – So what should you do? 2:10 – The Improvement Cycle 2:27 – Phase 1: Assess! 3:15 – Phase 2: Realistic goals 4:27 – Phase 3: Set activities 5:19 – Phase 4: Get feedback 7:50 – Suggested books to read for 2013 8:04 – Book 1: Psycho Cybernetics by Maxwell […]
Episode 6: Unique Selling Proposition for HVAC Businesses
0:25 – Overview of the topics 0:52 – What is a USP? 1:53 – What a USP is not 3:07 – Example of a dumb USP 3:31 – 3 Examples of successful USPs 3:49 – Example of successful USP by Dominos 5:03 – Example of successful USP by Fedex 5:57 – Example of successful USP […]
Episode 5: Sales Training for HVAC Businesses
0:12 – Sales Techniques 0:26 – Positioning vs. prospecting 2:27 – Pull vs. Push 3:48 – Permission marketing vs. interruption marketing 4:58 – Qualifying and disqualifying prospects 6:50 – Authority 7:52 – Can they say yes 8:48 – Step 1: Permission-based sales process 9:58 – Step 2: The offer 10:45 – Step 3: The presentation […]