Recorded: April 28, 2016
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.
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.