Mark Gaylor Boot Camp Graduates

Wed, May 13, 2009 1:03 PM
Mark Gaylor

General Wholesale April 21-24, 2009

WELCOME to the forum.  I hope your first week after our Boot Camp in Columbia is going well.  I remember hearing a couple of you saying you were planning to get to work on your Company Profile book.  Good job if you’ve already started.  If you haven’t,  I recommend that’s  a great place to start preparing to use the No Pressure Selling Process. 

Have you had any appointments where you got to use the system?  Have you practiced yet?  If you haven’t made contact with your coach yet please don’t delay, a coach really is the key.

Please let me know if you have any questions I can answer, or "wins" you would like to share.  It was a pleasure working with all of you.  I look forward to continuing our work.

Tue, Jun 2, 2009 11:17 AM
Mark Gaylor

Hello South Carolina,

Happy June!  I hope May was profitable for you all. (or should that be Ya'll)?  Anyway, I've heard from a couple of the T.M.s that some of you  had pretty good months in May.  In my travels during this "tough economy" I continually hear success stories from folks who aren't participating in this recession.  How?  They're using a selling system!   You have learned the best selling system available.  Remember when I said "always have your laminated sheet handy".  Please grab it right now, look at it and be honest with yourself.  Are you using it?  Are you maximizing it?  Have you practiced using your tools?   If you answer yes to any of these questions, great!  Please take minute and share.  Were your numbers up for May?  Where are your challenges? 

Mon, Jun 8, 2009 3:22 PM
Ken Golcomb
Hi Mark,
I had a slow May only sold one XL15i system and one Lennox system but May is starting off better sold two XL15i  systems and one XR13 system.



Thanks,
Ken Holcomb

Thu, Jun 11, 2009 3:22 PM
Mark Gaylor

Ken,

Guessing you meant June is starting out better.  Good job.  I hear you all are in a "heat wave"  good luck.  Remember, slow down as soon as you hit the customer's door. It's really hard when you're running but giving them the time to feel they have your undivided attention will pay dividends.

Mark

Thu, Jun 11, 2009 3:35 PM
Mark Gaylor

Here's a note I received by e-mail from John Stewart

May was pretty good for me.  My average was about $8000. but not a great closing ratio.  June has been very good indeed.  I'm already over $80,000. and today is just the 9th.  My average sale price is over $10,000. due to a measly XR13 A/C+coil.  Darn it.  Last night I closed on two XL16i systems with gas furnaces and CleanEffects ($23,000.)

OK, now I'm impressed!  Hey Rob Mitchell, can you top that?

Question for John: What do you think was stopping you on your closing rate in May?

Wed, Jun 24, 2009 11:13 AM
Mark Gaylor
Hi All,
We're well into the Summer.  Careful, now's the time when it's easy to decide "I don't need to use my process, this is easy".  If you're falling into that trap your average total system selling price can suffer and in the bigger picture getting away from your process can degrade your overall numbers.  The solution: SLOW DOWN!  Try to use your process every time it fits.  Here's an idea:  Do you remember where you put your laminated sheet?  Get it out right now, look it over and ask yourself how closely you are following the No Pressure Selling Process.  If there is somewhere where you can improve, do it!  I guarantee it will improve your numbers.
Mark