The Fire Time Podcast

Most businesses in our industry are living in a constant state of chaos. Every day they push and push to put out fires, but never think about building processes to grow their company longterm. 

In this episode, I sat down with Eli Rosa (VP of Inside Operations, Fireside Home Solutions) to talk about how to build process in the midst of chaos. Her journey to Vice President is an uncommon one and she brings some amazing insight into what it takes to run a huge organization.

In this conversation, you'll learn:

No one wants to wake up in 15 years to a business they can't sell because everything relies on the owner—process is the answer! This episode will help you learn exactly where to start building a business that will stand the test of time.

Everyone wants to grow their business from where it’s at now, but many business owners miss the fact that educating their team is the best(and cheapest)way to get there.

In this conversation, I sat down with Rick Vlahos (Executive Director | Hearth, Patio & BBQ Education Foundation) to talk about what leaders in our industry can do to educate their team members.

In this episode:

Don’t miss out on the opportunity to grow your company by training your team members. Longterm, the people you invest in with education will go to the wall for you, represent your brand and make you a ton of money long before they ever leave you. 

Show Notes:

Sign up for the Education Passport at the HPBExpo this year: https://hpbexpo.com/register/

Most companies are so focused on getting to the next sale that they forget about the person who just purchased from them. Don't leave your customers in the dust! To cap off our series on the seven-step sales process, I sat down with Tim Rethlake (Hearth & Home Technologies) to talk about Step 7: Gratitude.

In this conversation:

Having a heart of gratitude towards your customers will set you up for success in ways that nothing else will—so start building practices in today. You can build an army of brand ambassadors who are an (almost) free marketing department everywhere they go by being generous and gracious towards them after the purchase.

Don't miss out on the HUGE ANNOUNCEMENT that I teased back in Season 2!

Free video course: 3 Reasons Your Website is Leaking Money

Businesses in our industry are losing thousands of customers because they aren't following up on their opportunities. It sounds simple, but this sixth step in the sales process is ignored by almost in the hearth industry (seriously). In today's episode, I sit down with Adam Cribb from Fireside Hearth & Home to talk in detail about how he pursues his opportunities on a day-to-day basis.

In this episode:

This is an episode that's worth getting out a pen and taking notes on... Don't let money continue to slip through the cracks because you aren't pursuing your opportunities. If you own the follow up process you'll find it's an instant lever that you can pull for serious growth!

Many experienced sales reps trip up in one of the most critical parts of the sales process—Call to Action! Everything in the sales process is leading your customer towards making a decision about your product and it's critical that you don't mess this up.

Louie Falco (Owner, Falco's [Spokane, WA] & U.S. Sales Manager, Sherwood Industries) has been a sales leader in the hearth industry for over 30 years and he sat down to talk about what every salesperson needs to understand about calling a customer to action.

In this episode:

Don't talk yourself out of sales because you keep running the customer through the same features and benefits when they are ready to buy! Rather, understand what you need to clearly and confidently call your customer to action—they'll be thankful that you did!

Most customers get confused at some point in the process when they're buying something new and the answer for salespeople is simple: Make a Plan. It sounds too easy to be true, but it's because we are too close to what we do and often forget what it was like before we knew all about our product.

In today's episode, Bradley Hartmann (President, Behind Your Back Sales Co.) returns to the podcast to talk about:

Click here for a free PDF download that will teach you things to think about when making a plan, how to use the C-P-R-Time framework, and the surefire way to get a call back from a prospective client. 

Don't miss this conversation and make sure to check out the Fireplace Track at Bradley's Sales Fundamentals Workshop in Fort Worth Texas from April 14th-15th. I'll be down there to help teach the fireplace track as well to help you take control of your sales and grow like never before. Click here to sign up today.

One of the most important things you can do in a sales process is tell a customer about the value that you provide—but how can you do that in a way that separates you from everyone else? The truth is that your products might be the answer your customers problems, but they'll never know it if you don't frame them as a solution.

In this conversation, Robert Schnell (Principle, Arctic Sales) stops by to talk about:

This content might be a paradigm shift for your sales team, but the results will speak for themselves. You can take control of your business, connect with customers like never before and win more sales than ever by becoming the advisor for your customers who has solutions that directly solve their problems.

This is Step 3 in our seven step sales process and it can’t be ignored. The next 4 episodes are going to build on this to flesh out a sales process that you can use right away to move the needle in your company.

The Fire Time Sales Process:

1. Greet the Customer
2. Understand Their Problem
3. Advise a Solution
4. Make a Plan
5. Call to Action
6. Pursue
7. Show Gratitude

Most companies miss the most important step in the sales process because they are flying too fast. But the truth is that understanding the customer's problem is the most important thing you can do if you want to have the opportunity to provide a solution. 

In today's economy, salespeople are being pulled in a million different directions and our customers suffer from it because they simply don't take the time.

In this episode:

• Learn why understanding a customer's problem is more important than any other step in the sales process
• Understand how this step in the sales process builds trust and credibility like nothing else will
• Discover the three types of questions that you have to ask a customer understand the problems that they have

Don't miss this conversation with Deb Hannig (Hannig Marketing) to learn what a salesperson needs to do if they want to connect with a customer like no one else and win their trust to make a sale.

This is Step 2 in our seven step sales process and it can’t be ignored. The next 5 episodes are going to build on this to flesh out a sales process that you can use right away to move the needle in your company.

The Fire Time Sales Process:

1. Greet the Customer
2. Understand Their Problem
3. Advise a Solution
4. Make a Plan
5. Call to Action
6. Pursue
7. Show Gratitude

If you want an effective sales process it has to start with greeting the customer. Now, most people think this isn't something that needs practice—and they're wrong! The truth is that you are on the playing field as soon as a customer walks into the showroom and you can only make a first impression once. 

In this conversation, you'll learn:

It's the first step in our seven step sales process and it can't be ignored. The next 6 episodes are going to build on this to flesh out a sales process that you can use right away to move the needle in your company.

The Fire Time Sales Process:

1. Greet the Customer
2. Understand Their Problem
3. Advise a Solution
4. Make a Plan
5. Call to Action
6. Pursue
7. Show Gratitude

Most small businesses don't have a cohesive sales process to organize their sales—and the result is that their results are haphazard at best. In order to be successful, a sales team needs a process to follow, like a playbook, that they can execute over and over again to get the results they want. Now, this isn't micromanagement (far from it), rather, this is you as a leader putting lines on the court so everyone can play the same game.

In this episode, learn the seven steps that you need in your sales process:

1. Greeting
2. Understand Their Problem 
3. Advise a Solution
4. Make a Plan
5. Call to Action
6. Pursue
7. Show Gratitude

If you can master these steps, you're going to be shocked at the results you'll get. Don't settle for a sales team that operates in the chaos of the Wild West, instead, take control of your sales process and win the business that you deserve.