EGIA Contractor University


Domination Through Differentiation: Are You a Neiman Marcus or Walmart Contractor?

Recorded: April 28, 2016

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Change the Game & WIN!!!: Quit quoting and hoping and start selling complete solutions to real problems, to more people, for more money, more easily. Differentiate yourself, your company, and your solutions and no longer be perceived as high-priced, but rather priced-differently.

Ethically discredit and eliminate your low-priced competition with a buyer guidance process that builds trusting relationships with prospects, focuses on problem-resolution and life experiences versus consultative selling of solutions. You will have your prospects asking you to help rather than you asking them to buy with them saying ‘No’.

With an effective and engaging professional buyer guidance process objections are a thing of the past and make the choice to do business with you the obvious one. Word of mouth will truly drive referrals as customers become ambassadors.

Learning Objectives

  • Be perceived by prospects as a more valuable differentiated solution that is NOT a commodity that can be comparison shopped.
  • Neutralize your competition and become the trusted adviser and local expert that people happily refer to other people.
  • Close more sales. Drive revenue & profitability. Increase average sale. Create for more satisfied customers and generate more referrals.

Presenter Bio

Drew Cameron

President, HVAC Sellutions & Energy Design System, Inc.

Drew Cameron is president of both HVAC Sellutions and Energy Design Systems, Inc. and has 38 years of experience in all facets of running a residential contracting business. He and his team work with contractors to implement effective lead generating marketing and build multi-million dollar profit-generating home services sales forces. Drew is a founder of the Contractors Consultants of America (CCA), a founding member of the Contractor Advisory Group (CAG), a member of Air Conditioning Contractors of America (ACCA), Electric & Gas Industries Association (EGIA) board member, Efficiency First board member, as well as a Consult & Coach Partner and Preferred Vendor Partner with Service Roundtable. Drew is a Tom McCart International Consultant of the Year Award Winner.