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Become A Top Selling Salesman

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  1. Mentality Of A Top Salesman

    Intro
  2. Waking Up In The Morning
  3. Driving To Work
  4. Being On Time
  5. Reading The Job History
  6. Pre-Screen Call Using Zillow
  7. Walking Up To The Home
  8. Mentality Quiz
    1 Quiz
  9. Sales & Estimate Process
    Why To Buy Today
  10. Setting The Stage
  11. Building Urgency Early
  12. Attic Inspection
  13. Measurements
  14. How To Use Presentation Book
  15. Going Over Options
  16. Step Financing Explained
  17. How To Reset The One Legger
  18. Selling Your Company
  19. How To Peak A Customers Interest
  20. Install Incentive Close
  21. Asking For Their Business
  22. Post Close
  23. Explaining A Single Stage Furnace
  24. Explaining A Single Stage AC System
  25. Explaining A Variable 2 Stage AC System
  26. Explaining A Variable Stage Furnace
  27. Sales & Estimate Quiz
    1 Quiz
  28. IAQ & Ducting
    Drawing Their Duct System
  29. Insulation Level Check
  30. Attic Inspection
  31. Duct Inspection
  32. Dampers Explained
  33. Greyflex Ducting
  34. Asbestos Ducting
  35. Mylar Ducting
  36. Explaining A UV Light
  37. IAQ & Duct Quiz
    1 Quiz
  38. How To Build Urgency
    4 Reasons To Replace Your Ducts
  39. Turning Over A System To A Salesman
  40. Turning Over A System To Yourself
  41. Shoulder Season
  42. Next Day Installation
  43. Creating Urgency With A Poor Condition Heat Exchanger
  44. Building Urgency Quiz
    1 Quiz
  45. MISC
    Inspecting Tubular Heat Exchanger
  46. Explaining Tubular Heat Exchanger
  47. Inspecting Serpentine Heat Exchanger
  48. Explaining Serpentine Heat Exchanger
  49. Inspecting Lennox Duracurve Heat Exchanger
  50. Explaining Clamshell Heat Exchanger
  51. Heating Sequence Of Operation
  52. Drawing A System
  53. Rat Check
  54. Ladder Drop Attic Access
Video 21 of 54
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Asking For Their Business

One of the most common mistakes sales professionals make during in-home presentations is failing to ask for the sale. They go through the entire process—building excitement, educating the customer, showcasing and customizing the system, and exploring all options—only to omit the crucial step of asking for the customer’s business. At the conclusion of my presentation or at any point when I sense readiness for a decision, I inquire, “Which one of these products would you like to proceed with?”

Upon their selection, I then propose, “Perfect. Which day suits you for installation, Monday or Tuesday?” I always offer two choices, avoiding open-ended questions that can lead to indecision. It’s similar to when you’re at the grocery store checkout with your child, and they ask if they can have a Snickers bar. Your immediate response is likely “No.” However, if they rephrase the question to offer a choice between a Snickers or a Twix bar, you’re more inclined to make a selection. This principle applies to finalizing the installation day—I present specific options, such as Monday or Tuesday, based on the availability I’m already aware of as a sales professional.

If a customer hesitates, indicating they’re still considering, I engage them further. “Is there anything else I can assist you with?” I reassure them about the benefits they’ve acknowledged, such as the value of the warranty on the chosen system and the affordability of the payment plan, reiterating our company’s commitment to quality service. At this juncture, I suggest moving forward with the paperwork.

It’s common for sales professionals to encounter initial objections or hesitations. Instead of retreating at the first sign of resistance, I challenge the customer’s indecision by reminding them of their earlier criteria for making a decision today—if the system meets their needs and fits within their budget. Persistence is key; sometimes it takes several attempts to secure the sale, but it’s crucial never to leave the conversation open-ended or with a sense of defeat.

In situations where customers genuinely need more time to think, I employ a strategy I refer to as the “porch-light close.” I express understanding, suggest discussing it further with their partner while I step outside, but also mention the implications of delaying the decision, such as additional trip charges and the potential loss of a special promotion designed to keep our team busy. This approach emphasizes the urgency and exclusivity of the offer, encouraging a more immediate decision.

Ultimately, the essence of effective sales lies in consistently asking for the deal and skillfully navigating objections. Recognizing that objections are not refusals but opportunities for further engagement is crucial. By maintaining this mindset, we can guide the customer through the decision-making process, culminating in a successful sale.

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