Educational Articles

Written by EGIA Contractor University’s World-Class Faculty

How to Increase Sales of Replacement Residential Heating Systems

By Drew Cameron
In my travels I often hear many tales of woe when it comes to sales and profits companies have been generating, or more realistically — have not been generating.
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How to Go Broke Selling Service Agreements

By James Leichter
Service agreements can also cause your company serious problems when not properly implemented. Here are top three ways a company loses money with service agreements: 1. They send a “parts changer:” 2. They offer discounts they cannot afford. 3. They price their labor too low.
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Objections: A Natural Part of the Consumer Buying Process

By Drew Cameron
To effectively deal with objections, learn what type of buyer you are dealing with. Create customer-specific variants of three basic ways to handle common objections: Learn as much about the customer as possible. Never let an objection take you by surprise. Never deal with an objection at an emotional level.
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Recruiting for Riches: How to Build Your Winning Sales Team

By Drew Cameron
Action items of effective recruiters, include: Commit adequate time and resources Define the job and compensation program Develop a profile of your ideal candidate.
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To Grow a Contracting Business or Not

By Weldon Long
Again, making a profit is very different form generating revenue. Anyone can open a company and generate revenue. It takes a savvy business expert to turn a profit. Since the beginning of time there are only two ways to grow your business. You can grow your business buy attracting new customers or you can grow your business by solving additional problems for your existing customers.
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