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Answer Questions with Genuine Answers

Answering your prospects questions with genuine answers is a major part of the sales process. Many beginning salespeople will try to fake and gloss over questions which can easily derail the sale. The true sales pro goes beyond to not only properly answer the question, but they probe deeper to uncover the questions behind the...

Know Your Competition

As important as it is to truly know your company and its product line, it is equally important to know your true competition. And, by the way, professional sales leaders never “talk down,” their competition—especially to customers and prospects. Knowing your competition is not gained in a single company meeting. It requires a professional competitive...

HVAC Video Planning Guide

Request Your Free HVAC Video Planning Guide HVAC Video Planning Guide LEG Lenz Entertainment Group has been helping HVAC businessowners for over 20 years and we would like the opportunity to help you launch or optimize your video campaigns. Our Free HVAC Video Planning Guide will explain the three critical elements required to create effective scripts for...

Celebrate what you have—not what you do not have

Contentment is realizing that You already have all you need to be happy. However, being content does not mean just staying at your current level. By living a content life, you will still get better at what you do. But what is different is your motivation. Your motivation is not to get more stuff (physiological) or reputation (esteem). Instead, your motivation...

LEG Named Official Video Partner for Florida Air Conditioning Contractors Professional Alliance

The Florida Air Conditioning Contractors Professional Alliance has named Lenz Entertainment Group as the official video partner for 2021. Florida-ACCPA is the professional alliance designed exclusively for today’s HVAC/R contractor and their goal is to provide their members with the best contractor resources available — to be successful today, and for many years to come. Lenz...

Persevere

You can Become Resourceful Perseverance requires that you be resourceful. Beginners give up at the first rejection and wrongfully believe that they have done all they could. Being a pro requires you to preserve and become resourceful. Prospects will often try to cut your sales presentation short by making comments like “that doesn’t sound like something...

Pressure from management

Workload pressure from downsizing, unworkable ranges of responsibility, and wide spans of control all burden managers and team members alike. Plus, most often these increased stress levels can cloud your decision making and effectiveness. Take a break—even a 5-minute nature break can neutralize these situations. Press in to your positive attitude and believe for more positive outcomes. Consider a mentor....

Be Prepared in Every Situation

It is important to plan every appointment and phone call with the understanding you’re your prospect has unanswered questions, whether they express them or not. The prospect has concerns and unresolved objections for you to overcome. Adequate preparation and experience will give you a variety of ways to ask questions and probe and uncover the...

Video Trends for Book Publishers and Authors

Smart Small business owners utilize video marketing and they benefit with increased leads and sales. Here is why; 72% of customers prefer to learn about books via video Viewers retain 95% of a message when they watch it in a video, compared to 10% when reading it in text. By 2022, online videos will make up more than...