Educational Articles

Written by EGIA Contractor University’s World-Class Faculty

If Your Sales Are Down, Don’t Worry, You Are Not Alone

By Drew Cameron
I submit the following “Reasons I Can’t Sell This Month” for weak and mediocre salespeople.
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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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