July 29, 2014
By So you’re new to management. You’ve finally achieved that new position and are taking on a first-time leadership role managing a team. For each rung of the ladder you climb, there is a new set of knowledge and skills you need to master in order to succeed. Preparation starts with learning, and The Learning Center on DaveNet.com is the perfect tool for you to get what you need to succeed in your new management position.
What are some of the benefits of online Human Resources courses through the Learning Center?
- Confidence: Confidence is key to successful leadership. Go into your first day of leadership with your head held high and begin the relationship-building process with your team.
- Abbreviated training: By preparing yourself with online courses, you save time in training and can impress your superiors with your advanced knowledge.
- Tools for success: Not only do these courses look great on a resume but they also aid in your continued success by teaching you how to hire and maintain quality employees.
Check out the online classes our Learning Center has to offer which include:
Creating a Compelling Job Description
First Steps for Turning Around a Performance Problem
Guarding Against Interviewing Biases
Hiring a New Employee
Performance Payout Plans
Preventing High Turnover Rates: How to Keep the Best
Preventing Problem Performance
Recognizing and Diagnosing Problem Performance
Screening Applicants for Emotional Intelligence
Using Progressive Discipline to Correct Problem Performance
Don’t get caught ad-libbing on your first day in management. Be proactive and impress your peers, employees, and superiors with the confidence you’ll gain after completing these online courses.
Visit DaveNet.com and click on “My Learning” to access these courses. Not a Lennox dealer? Visit hvacls.com to sign up for a Learning Center account.
Interested in additional online and instructor-led training opportunities? Visit HVAC Learning Solutions online at hvacls.com.
July 24, 2014
In part one of my series, New Ways to Close the Sale, I sat down with HVAC Learning Solutions Manager of Training Vickie Ashmore to talk about a new selling technique called SPIN selling.
Today we will touch on some examples of SPIN selling and some selling resources available through DaveNet.
So, let’s say you’re in the home of a customer and you’re trying to assess their needs. Go beyond products and services and get down to the customer’s wants and needs.
Consider this scenario:
- Salesperson: “Are you experiencing any hot or cold rooms with your current system in your home?” This is the only question a typical sales person would ASK and, upon hearing the homeowner’s answer, would immediately begin selling the product.
- Homeowner: “Yes, the bedroom gets warm in the summer.”
- Salesperson: “Does this impact your sleeping?” Additional questioning by the sales person uncovers the customer’s explicit needs.
- Homeowner: “Yes, I tend to sweat at night during the summer and get very little sleep.” This comment by customer vocalizes the seriousness of the problem and motivates him to buy Variable Speed for even temps in the home.
- Salesperson: “Has this ever affected your performance at work the next day?” Another question to uncover the customer’s explicit need (this question could be costing the homeowner money, as the homeowner is less productive at work).
- Salesperson: “If I could provide you a solution to eliminate sweaty nights so you are sleeping better and more productive at work, would you be interested?
- Homeowner: “Yes!”
The SPIN method is just one of the ways to look at your sales process. Learn more about how you can increase your questioning techniques and close more sales by viewing our eLearning course Energizing the Team Series Module 1 titled “Discovering Your Customer’s Explicit Needs,” which can be found in the Learning Center by accessing DaveNet.com > Partner Resources > Learning.
July 22, 2014
A salesperson is only as good as the sales process he practices. I’ve met many salespeople who have been using the same process since they started in the industry, but as products and services change, shouldn’t your sales pitch change too? Invest in a new way to sell and invest in your own success.
I sat down with Vickie Ashmore, HVAC Learning Solutions Training Manager, to talk more about the SPIN selling process.
Moore: Vickie, tell me why people in the HVAC industry need to know about SPIN selling.
Ashmore: “Unfortunately, most sales personnel are focused on the features and benefits of the product and not on uncovering the true needs of the customer. But, did you know your closing rate increases the more you ask the customer in-depth and quality of comfort questions?
According to Neil Rackham, author of SPIN Selling, asking questions throughout the sales process allows the sales person to uncover the customer’s explicit needs. And during this question and answering process between the homeowner and sales person, the homeowner discovers the seriousness of their problem and is ultimately motivated to buy.”
Moore: SPIN selling sounds like a great tool for HVAC sales personnel. How can this process assist in eliminating sales objections and lost leads?
Ashmore: “SPIN goes beyond objection handling and closing. In fact, questioning practically eliminates objections, because the more you know about the customer’s explicit needs, the more you can help them.”
In part two of our blog, I’ll talk more about SPIN selling and walk you through an example of SPIN-style questioning.
July 17, 2014
Join us in this weeks vlog as Jose De La Portilla addresses whether the long time myth of the “Beer can cold” will properly suffice the next time you need to charge an A/C.
July 15, 2014
Those who find themselves at the top of a company never say, “I’m done learning.”
In the daily grind, you might lose sight of what got you there in the first place: education and a desire to learn. But think about it, HVAC technicians couldn’t walk into a customer’s home without product knowledge and current industry standards. HVAC salespeople wouldn’t know the first thing about selling such a niche product without it. From technicians to office staff, new hires to CEOs, continuing education is essential to staying on top of your game.
Here are three traits forever learners and successful people have in common:
1. The drive for results is as essential as breathing.
Every leader I’ve met with is driven to achieve results. Results don’t happen if you’re stuck doing what you’ve “always done.” Every good leader has a good grasp on this and is constantly evaluating and motivating.
2. Leadership is learned.
They say some are born leaders, but I believe that the best leaders have learned their craft and continued to perfect it over time. The best leaders don’t have all the answers all the time, but they’re smart about how they get them.
3. The greatest challenge always comes from within.
A drive for constant self-improvement is essential for any great leader. This means that yes, going back to class (at any age), isn’t something anyone should be ashamed of; It should be encouraged.
Dealers who invest in refresher online training tend to retain employees more. See how you can get involved at http://www.hvacls.com.