Books & Resources

Boomer Selling

Helping the wealthiest generation in history own your premium products and services. Your greatest opportunity to reach financial freedom in any economy is by selling more high-margin products and services to people who can afford them. One group of buyers controls over half of all discretionary spending, holds 70% of the wealth and has a growing need to improve their lives with your premium solutions.We are called Baby Boomers the wealthiest, toughest and most complex generation ever.

Many great books explain how to market to Baby Boomers, Boomer Selling is the first to fully reveal how to sell to Boomers:

  • Climb inside the mind of the most important group of consumers in history
  • Discover how to make Boomers your greatest source of profits, repeat business and pre-sold referrals
  • Learn a common sense sales process that will make your job easier, less stressful and a whole lot of fun
  • Let Boomer Selling be your guidebook to financial freedom.

“Boomer Selling is an insightful and fun read. It speaks to me as a Boomer and as leader of a business who prides itself on selling a premium solution by adding value at every step. Your advice on listening, customizing a solution and measuring success through referrals is fundamental to your No-Pressure Selling® trademark.”

—DAVE PANNIER, President, Residential Systems,
Trane and American Standard Heating and Air Conditioning

50 Low Cost Ways to Acquire New Customers

The best businesses in America lose up to 20 of their customers every year. Your customers' needs change, they move, go broke, go out of business, die or their brothers-in-law start businesses like yours.

You must attract more customers than you lose if you want to grow and prosper in today's rapidly changing economy.

Secrets to Selling Service

If, after listening to the 12 information packed $ecrets to $elling $ervice CD's and reviewing the in-depth information in the resource manual, then incorporating just three of the hundreds of ideas in this comprehensive program, you do not sell more commercial HVAC service, service agreements or replacement equipment, return the program in usable condition within 30 days of receiving it and we'll refund the purchase price. Send your order today and sell more commercial service in four weeks -- Guaranteed. $ecrets to $elling $ervice is much more than an audio textbook on how to sell commercial and industrial HVAC service and equipment. It's a step-by-step guide to help you gain and retain the up-to-date information needed for you and your company to grow and prosper in the coming years.

This program was specifically designed for HVAC company owners, managers, sales professionals, both new and veterans, and any one else in your organization who sells ideas or offers solutions that make peoples' lives better. This is not a "one size fits all" sales course showing how to sell everything from real estate to used cars. It is however, a collection of proven sales techniques interwoven with necessary, easy to understand technical information and designed solely for the HVAC industry.

Because people learn differently, we've included an information packed workbook/resource manual along with the 12 CD's, so the most important phrases, ideas and questions can be highlighted. To make learning new material easier, each tape covers only one major concept. Hearing, seeing and using this profitable sales building information several times makes it yours.

SUBJECTS INCLUDE:

  • $ecrets to $elling $ervice in the New Economy
  • $ecrets to Managing Your Goals, Objectives & Time
  • $ecrets to Finding The Best New Customers
  • $ecrets to $elling $ervice Agreements
  • $ecrets to Discovering Profitable Opportunities
  • $ecrets to Finding What People Want and Need
  • 14 Competitor's Mistakes to Avoid
  • $ecrets to "Marketing" You and You Company
  • $ecrets to Writing Winning Proposals
  • $ecrets to Selling Total Maintenance Agreements
  • Proven Commercial & Industrial Markets and Strategies
  • $ecrets to Turning Your Plan for Success Into Dollar
  • $ecrets to Turning Contacts into Customers
  • $ecrets to $elling Remodels, Retrofits and Replacement Equipment
  • $ecrets to Reaching Decision Makers by Penetrating their Screens
  • $ecrets to Beating Your Competition Without Lowering Your Price
  • $ecrets to Getting More Orders
  • $ecrets to Making Winning Presentations
  • $ecrets to Increasing the Demand For Your Services
  • Your $ecret Weapon, Peak Performance Service Agreement
Service Agreement Dynamics

Service Agreement Dynamics is the most comprehensive book ever written on service agreements. Once you own the Profitable Service Agreement Kit, The Peak Performance Commercial Service Agreement Program and How to Double Your Profits With Residential Parts and Labor Service Agreements the next mandatory tool is Service Agreement Dynamics. Highlights include:

  • How to price maintenance agreements
  • How to reduce the risk of parts and labor agreements
  • How to lock out the competition with Peak Performance Agreements
  • The legal aspects of service agreements
  • Sample agreement "contract" language
  • How to market service agreements
  • How to sell service agreements
  • How to design a compelling agreement proposal
  • How to make a winning presentation
  • How to test and evaluate equipment before initiating agreement
  • How to sell residential, commercial and industrial agreements
  • How to sell agreements to 10 markets, including retail stores, medical buildings and government facilities
  • Dozens of formulas to help justify your price
  • Much MORE
Home Depot – Appointment Generator Handbook

Turn your AG into an Appointment Generating Machine!

  • Eliminate costly turnover by giving Appointment Generators everything they need to know to be effective and enjoy the job.
  • Save time, money, and avoid mistakes by using the time tested appointment, hours, and lead tracking forms included in the handbook.
  • Generate more quality appointments by giving your Appointment Generators the skills they need to confidently be “politely intrusive”, and have fun doing it.
  • Create an appointment generating team by giving your Appointment Generator creative ideas for getting the entire Home Depot team involved from sharing successes with managers, hosting product knowledge sessions, and more.
Home Depot – Manager CDs

Pathway to a Profitable Home Depot Program. Manager-focused CD set with both audio instruction and ready to use electronic tools.

This audio CD features our Home Depot expert, Steve Hughes. Steve was able to grow his company's Home Depot Program from $600 thousand to a budgeted $3.5 million in just three years. Throughout this audio program Steve covers, in detail, the processes that were key to his success.

Listening to this program, you will learn:

  • How to interview and hire the right Appointment Generators.
  • Ideas for properly motivating and compensating everyone involved in the program.
  • The importance of, and how to properly track every lead created. Steve "drills down to the details" of tracking the success of everyone from the generator in the store, to the comfort consultant closing the sale.
  • much, much more...
Trane Custom Sales Presentation Binder

NEW - Completely web based! Send your sales reps into the field with the latest presentation materials from No Pressure Selling®. Prepare your HVAC sales professional to impress clients with the highest professionalism and attention to detail.

Using our new web based program gives you complete control. Upload your logo, change colors and text throughout, and insert your own images anywhere in your presentation.

The investment of $295 includes a print-ready, high resolution PDF of your completed custom presentation binder. Print as many as you need.

You also receive one printed copy of your binder. Your completed binder arrives at your door ready to hit the streets!

American Standard Custom Sales Presentation Binder

Now Completely web based! Send your sales reps into the field with the latest presentation materials from No Pressure Selling®. Prepare your HVAC sales professional to impress clients with the highest professionalism and attention to detail.

Using our new web based program gives you complete control. Upload your logo, change colors and text throughout, and insert your own images anywhere in your presentation.

The investment of $295 includes a print-ready, high resolution .pdf of your completed custom presentation binder. Print as many as you need.

You also receive one printed copy of your binder. Your completed binder arrives at your door ready to hit the streets!

Comfort Survey

A 4 page Comfort Survey form for use in your customers' homes.

Pack of 60. Using this professional 4-page form will help reduce “communication break-downs” between your comfort consultants and installation technicians.

This form includes space for all required system measurements, Comfort Concerns© List, allows the consultant to communicate any special circumstances to the installers, and gives the consultant a place for sketching out the installation / investment. This time tested form ensures everyone from customer and consultant, to the installer, are on the same page. Taking the time to fill out this simple form on every appointment will help improve customer satisfaction and eliminate costly call backs. Order your package of 40 today.

This form is can also be completely customized for your company. If you would like to order Customized Comfort Surveys, please call 800-515-0034.

Profitable Service Agreement Kit

Four Audio CDs & Workbook show how to design, price, and sell service agreements to every customer. Formulas show how much customers can save in dollars and cents.

Program Outline: Explains how easy it is to implement your Profitable Service Agreement Program.

The training leaders materials and workbook:

  • Explains how to design & price Service Agreements
  • When and how to offer them
  • How to determine how much money customers are wasting without them
  • How to recognize and provide benefits each customer wants
  • How to educate customers so they'll willingly say "Yes"
  • and More

"The Profitable Service Agreement Kit helped us get over 100 service agreements the first month we used it. "
Randy Pierce - Owner
Pierce Heating & Air Conditioning
New Orleans, LA

"What a winner! Our service department's best decision of the year was purchasing and implementing your Profitable Service Agreement Kit. We have had over 95% of new customers become agreement customers; a fabulous rate since these people will be calling us instead of hunting for coupons or the phone book. Your "Kit" has helped us increase our profitability and customer satisfaction level substantially. "
Dr. Roseann Cyngier - Owner
Cyngier Systems Management, Inc.
Cleveland, OH