HVAC Sales and Service Training Manuals by Tom McCart
The entire Tom McCart Manuals Library
From the Sky Up: The Tom McCart Story on DVD
Tom McCart's Forms Manual
Selling HVAC Replacements to Homeowners
Selling Script Book
Demand Service Operations Manual
240+ Low Cost Marketing Ideas & Direct Mail Bank
Service Agreement Start-up Manual
LEGAL "Tell-Marketing" for the 21st Century
SPECIAL OFFER: Get them all for one low price!
Read Charlie Greer's retrospective on Tom McCart
Tom McCart "firsts":
- First member of the Service America Million Dollar Club (1987)
- First recipient of the Thomas R. 'Doc' Rusk Award (2003)
- First recipient of the Service Roundtable Servant Leader Award (2004)
Other distinctions:
- Inductee to the Contracting Business HVAC Hall of Fame
- Tom McCart HVAC Consultant of the Year Award named after him (first recipient: Charlie Greer)
Tom McCart is HVAC's "Million Dollar Salesman", the first residential replacement salesman to sell $1,000,000 in a single year-- and he did it his first year in the business!
I was fortunate enough to work side-by-side with Tom for about four years. In fact, he is the one who taught me how to sell!
Tom knows much more than sales. For over ten years has traveled America as one of the industry's busiest consultants and speakers. Tom has worked in companies of all sizes in most states of America. In these manuals, a must for every contractor, he shares his secrets.
I can personally vouch for the content of these manuals. They are the best of this type I have ever seen. As always, your satisfaction is guaranteed.
From the Sky Up: The Tom McCart Story on DVD
Click here for a two-minute sample video of "From the Sky Up: The Tom McCart Story on DVD" that contains an inspirational message.
What's it like to watch history in the making? What's it like to run sales calls with a man who made HVAC history? What's it take to really make it in HVAC sales and contracting? How do you generate sales every day of the year, regardless of the weather?
These topics and more are covered in this 75-minute video on DVD, a Tom McCart interview by Charlie Greer, shot just two months before Tom McCart lost his battle to Lou Gehrig's disease.
These two legendary salesman and sales trainers also discuss their often adversarial relationship and how they used teamwork to achieve their goals.
Want to learn a few little known facts about the myth behind the man? Tom McCart was born into a family living in a home with a dirt floor! Tom McCart overcame polio as a child. Click here for a two-minute sample video of "From the Sky Up: The Tom McCart Story on DVD" that contains an inspirational message.
"Just a note to let it be known that the DVD on Tom McCart is fantastic. Charlie, you did a great service to him and for the industry. The quality is great also. (Not that you would do any thing less, I'd just like for it to be known.) After using Tom for years as our coach and consultant, it'll be something for us to treasure. I wish I could have been there in the days of Charlie and Tom at Modern Air. You guys were so far ahead of us salesman today, even in those years. I highly recommend this DVD." S.P.
"Just a note to let you know I watched that DVD, and not only was it great professionally, but I have to tell you, I found it deep and somewhat moving. That's all I wanted to say, just a great production, old school sales at its best with two guys that really care. Thanks. Charlie."-- E.F.
REGULAR PRICE: $19.95ON SALE: $9.95
SPECIAL OFFER-- FREE WITH THE PURCHASE OF ALL 7 TOM McCART MANUALS!
Tom McCart's Forms Manual
A business not being measured daily is a business not being managed!
This volume contains over 250 much needed forms to help control and track every aspect of running a service company.
The forms cover such topics as:
- Personnel
- Sales
- Service
- Installation
- Agreements
- Marketing
- Office
- Financials
- Management
- Comprehensive Employee Handbook.
Includes a CD (requires Microsoft Publisher) with every single form in the book on it to make printing and modifying forms quick and easy.
REGULAR PRICE: $199 ON SALE: $99
Selling HVAC Replacements to Homeowners
This is the manual Tom used in his seminars and is based on his own "Million Dollar" Five-Step selling system.
Tom's " No Secrets" 5-Step system is customer focused using a "soft sell" approach. In fact, the customer actually closes the sale for you!
This system eliminates price tug-of-wars, price concessions and the bidding process. You will never leave another unsigned proposal with a prospect again!
There are over 260 pages of valuable information and many selling forms to help "Jump Start" your replacement department.
How a person can get into the sales profession and not have the desire to become the very best is beyond me. How a person can expect to improve without studying sales technique is absurd! This manual is mandatory reading for the retail replacement salesperson!
REGULAR PRICE: $99 ON SALE: $49
Selling Script Book
Ever been at a loss for words during a call?
What do you say when the customer says:
- "Your price is too high"
- "It's still working"
- "I can get it cheaper"
- "I want to think about it"
- "I have a friend or a relative in the business"
- "I use another company for service"?
If you want to make it in sales, you better know how to respond to these very common sales objections, and this book will tell you how!
Owning this book is the first step in really making it in residential replacement sales.
You'll wonder how you ever got along without it!
REGULAR PRICE: $39 ON SALE: $29
Demand Service Operations Manual
A mandatory resource to help you build a successful service department. Learn organizational systems to help you run a profitable service department.
Included in this jam-packed resource is:
- Performance-based pay system
- A technician proficiency test
- An installer test
- Job descriptions
- Tracking systems
- Service forms
- Punch lists to help you in building a well run service department.
"I just wanted you to know that the book I bought from you has probably saved my company from financial ruin. The day I read that book I begin to understand how to run a Service Department. Your book helped me to look at what I was doing wrong." -- B.F.
REGULAR PRICE: $99 ON SALE: $49
240+ Low Cost Marketing Ideas & Direct Mail Bank
Marketing is an every day and year-round campaign.
This short, concise volume contains over 240 time-tested, field-tested and easy to use marketing ideas that won't cost you a fortune to implement.
Build your company's image with community involvement, fund raisers and special events.
Includes such things as:
- Unique guarantees and offerings
- Contests for consumers
- Employee incentive programs
- Community involvement projects
- Direct mail letters for tune-ups and replacements.
Also included is a direct mail letter section for you to use and adjust to your offer.
REGULAR PRICE: $99 ON SALE: $49
Service Agreement Start-up Manual
Pave your future with an agreement program!
A great source if you are just starting up an agreement program or want to revitalize your existing program.
120 pages packed with info on:
- Pricing your agreement
- Types of agreements
- Commercial and residential
- Tracking systems
- Spiff program
- Scheduling
- Forms design
- Sample forms included
- Brochures
- Employee incentives
- Contests
- Marketing
- Direct mail pieces included
- Telemarketing scripts
- Measuring your program.
- Best practices.
REGULAR PRICE: $99 ON SALE: $49
LEGAL "Tell-Marketing" for the 21st Century
You have a right and an obligation to call your own customers to keep them informed!
"Back sell" your own customer base instead of making intrusive "telemarketing" calls. Do something proactive when the phone isn't ringing and reduce your cost of generating sales leads!
Startup manual to help you develop and build your own telemarketing department. Includes time-tested, field-tested scripts and tracking forms.
Over 150 pages to assist you in developing your program.
Learn how to:
- Generate equipment leads
- Sell seasonal tune-ups
- Acquire maintenance agreement customers.
NORMAL PRICE: $99 ON SALE: $49
SPECIAL OFFER:
Order & Shipping Information
Order the entire Tom McCart Library of all seven books for only $499 $299 (plus shipping & handling) and get a FREE copy of "From the Sky Up: the Tom McCart Story on DVD!
THAT'S OVER 30% OFF THE NORMAL PRICE!
To take advantage of this special, limited time offer, click on the "Add to Cart" button or call 1-800-963-HVAC (4822). Orders typically ship the following business day.
Read Charlie Greer's Retrospective of Tom McCart.
NOTE: Tom McCart died of Lou Gehrig's Disease on June 10, 2004. ALL of the proceeds from the sale of Tom McCart products go to his family to pay for his medical and long-term care expenses. To date, the sale of these products has raised over $100,000.
