Question of the Day with Coach Chris

Today’s Question of the Day: Should you discount—and if so, how? Short answer: sometimes —but not by the salesperson. In this episode, Coach Chris explains why discounting should be a manager decision , how over-discounting kills profit, and why price is only an issue when value is missing . He also breaks down the High Authority  and when discounting actually makes sense to protect the business....

In today’s episode, I break down several popular industry “expert takes” —and give you my honest, in-the-trenches opinion from coaching residential HVAC, Plumbing, and Electrical sales teams every day. We tackle real debates salespeople hear all the time: Professionalism vs. being edgy Too many options vs. simplifying choices Handwritten vs. digital presentations Top-down vs. bottom-up selling Pri...

How do you get more leads when they’re being distributed to other salespeople? In today’s Question of the Day, we dig into a truth that great sales organizations already know — right person, right call isn’t just fair… it’s good business. I break down why lead distribution isn’t your enemy — and how the most successful salespeople use seasons like this to sharpen their focus, build value, and gene...

January rolls in… and so does the classic customer line: “We just spent a ton in December — can we wait?” In today’s Question of the Day, we dig into how sales teams can navigate the post-holiday budget hangover without sounding salesy, desperate, or pushy . I walk through 8 practical strategies you can use to keep momentum alive in January — from reframing value, to building trust through empathy...

Who really wins at follow-up — outside sales or inside sales? Most people have a strong opinion on this… and most of them are wrong. In today’s Question of the Day, I dig into the real data behind follow-up performance in residential HVAC, plumbing, and electrical sales — and the results may surprise you. We look at what large-scale industry studies reveal about response rates, contact cadence, an...

In this episode of Question of the Day , Coach Chris tackles a big one: How do you actually do a ride along the right way? Whether you’re a sales leader, manager, or business owner, this episode breaks down exactly what makes a ride along productive instead of painful. Coach walks through how to set clear expectations before you ever get in the truck , what to observe and coach on during the call...

Is roleplay really necessary for training—everyone hates it, so is it worth it? In this episode of Question of the Day , Coach Chris digs into what top-performing industries already know: practice under pressure matters. Drawing from real studies and examples outside the trades—like sports, aviation, and medicine—Coach breaks down why roleplay builds confidence, consistency, and closing power. Whe...

Larry from Charlotte asked a question a lot of sales managers are thinking about: “If I’m using AI ride-along software, do I still need to do in-person ride alongs?” In this episode, Coach Chris breaks down why AI is a powerful enhancement —but not a replacement. He shares real examples, field insights, and why the best leaders still get out of the truck, into the crawlspace, and shoulder-to-shoul...

Chelsea from Chicago wants to start setting goals—even though her company doesn’t. In this episode, we walk through exactly how to build goals that actually stick, not just ones that look good on paper. We talk about why writing your goals down matters, how to start with simple team goals, and how “one more than last month” can quietly change your entire trajectory. Then we break down the full SMA...

 The economy is shifting—again... or is it? But instead of panicking, great salespeople control what they have control over. In this episode of Question of the Day , Coach Chris breaks down what’s really happening in today’s economy using reputable data and reports—not social media noise. Then, he flips the focus to what you actually control: your effort, your skillset, and your mindset. Learn how...

“How do you paint the picture for a customer?” Today we talk about why the words you choose matter more than the tech you sell. Customers don’t make decisions from data alone — they act on emotion. In this episode, we break down simple analogies and show how words become pictures, pictures become emotions, and emotions drive action. If you want to close more jobs, start painting a clearer, more co...

Most homeowners say they’re “just shopping around”… but that’s rarely the real reason you lose the job. In today’s Question of the Day , I break down how to get past the dreaded shopping around objection in residential HVAC, plumbing, and electrical sales. I touch briefly on what the data says, then get very practical with four proven ways top performers separate themselves from the pack: • Why be...

A good 1-on-1 isn’t about a long agenda, fancy spreadsheets, or turning it into a mini performance review. It’s about consistency, connection, and clarity . In today’s Question of the Day , I break down what a great weekly 1-on-1 actually looks like for residential HVAC, Plumbing, and Electrical teams. I explain why every salesperson needs protected time with their manager, how weekly rhythm compo...

A “good” sales process isn’t about having more steps — it’s about having the right ones. In today’s Question of the Day, I break down what a good sales process actually looks like in residential HVAC, plumbing, and electrical — and how to know if yours is helping or hurting. We start with the three ways companies typically get a sales process (and why two of them usually cause problems), then move...

Today’s Question of the Day tackles one of the great sales myths: “I can’t manage my time because customers control my schedule.” Not true, my friend. In this episode, we pull a page from The 7 Habits of Highly Effective People and walk through Covey’s Time Management Quadrants — then reshape them for the wild, unscripted world of residential HVAC, plumbing, and electrical sales. I break down how...

In today’s episode, we tackle one of the most important questions in residential sales: “How do you keep your mind right?” The answer isn’t another script, tactic, or closing trick — it’s balance. Your mindset in sales is shaped by how you live the rest of your life. When your world is lopsided, your calls will be too. So we break it down into the 5 F’s that keep you grounded and sharp: Family, Fi...

Today’s Question: “How do we start Inside Sales?” Inside Sales isn’t just another position — it’s one of the biggest force multipliers a home-service business can add. In this episode, I break down why the role matters , how it can transform your revenue and customer experience, and the five key areas every company must nail when bringing an Inside Sales Rep onboard. We walk through expectations,...

Today’s Question of the Day: “How do you sell HVAC to rental properties when the landlord isn’t there?” This one can yank salespeople way off-track faster than a dog spotting a rabbit. So in this episode, we break it down the right way:  • First, get crystal-clear on who your actual customer is in a rental situation. • Then, I lay out three simple rules to keep you anchored in your sales process—b...

How do you make the complicated… simple enough to stick? In today’s Question of the Day, we dive into the magic of analogies—those little storytelling shortcuts that turn “industry jargon” into “I totally get it.” I walk through real examples from HVAC, plumbing, electrical, cars, computers, even everyday life. Then I challenge you to build your own list of complex topics and test them out on some...

Today’s Question of the Day tackles one of the most uncomfortable — and most important — topics in the trades: price. If you’ve ever felt the pressure to “match the other guys,” this episode flips that mindset on its head. You should cost more. And today, we break down exactly why. I walk through the real math behind your price: materials, labor, overhead, and all the unseen chaos that comes with...

In this episode, we dig into the real data — Stanford studies, Google’s consumer insights, and Gitomer’s research — all pointing to the same surprising truth: only 10–16% of homeowners are actually shopping for the lowest price. The rest are choosing based on trust, value, reputation, and the experience you deliver. From there, we break down exactly how to prevent shopping around with a process th...

Every year, like clockwork, the holiday objection comes crashing in: “We’re just going to wait until after the holidays.” In today’s Question of the Day, we break down how to handle this without sounding pushy — and how to turn it into one of the most predictable (and winnable) objections in the trades. I walk through why the best time to do business is always today , and how the reasons behind th...

Today’s Question of the Day comes from Jerome in Las Vegas, who asks — “How are other companies weather enhanced when we seem weather dependent?” In this episode, Coach Chris challenges that mindset head-on. Being “weather enhanced” isn’t luck — it’s leadership, planning, and discipline. Coach draws parallels to marriage, sports, and business to show how good becomes great when we prepare before t...

Coach Chris breaks down why “justify” is the wrong mindset—and how to flip from reactive to proactive. You can’t control price, but you can control process, value, and confidence. In this episode, Coach shares four “swings” to win when your price is higher:  1️⃣ Run a consistent, high-value process  2️⃣ Know exactly what makes you better (and prove it)  3️⃣ Overcome price objections without discou...

Most follow-ups sound like a desperate voicemail or a weak “just checking in” email. In this episode, Coach Chris breaks down how to make your follow-up stronger by focusing on your customer , not your calendar. Learn how to craft a real, value-driven reason to reach out—something that actually helps the homeowner, builds trust, and moves the conversation forward. If you’ve ever wondered how to fo...