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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 11 of 54
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Building Urgency Early


Upon entering the customer’s home and initiating the no-charge estimate process, it’s paramount to swiftly build a sense of urgency. This urgency is not about pressuring the customer but about illustrating the value and timeliness of the decision they’re considering. Start with straightforward questions that clarify their intent and timeline, like whether they’re ready to proceed immediately or are still in the exploratory phase. Highlighting current incentives, rebates, and financing options available from manufacturers can pivot the conversation towards the advantages of deciding sooner rather than later.

The discussion then shifts to more personalized inquiries, aimed at understanding the customer’s specific needs and long-term plans for their home. Questions about the permanence of their residence, the home’s performance during extreme weather, and their method of discovering your service not only aid in tailoring your recommendations but also in building rapport and trust.

Emphasize the importance of a comprehensive evaluation of their home’s heating and cooling needs through questions and scenarios. For instance, asking about the home’s ability to maintain comfortable temperatures during peak heat presents an opportunity to suggest system improvements for enhanced comfort.

Throughout this process, affirming the customer’s investment in quality service by referencing positive feedback from platforms like Yelp reinforces your company’s reputation and reliability. Setting clear expectations for the duration and involvement required for the estimate ensures the customer is prepared and engaged, minimizing the likelihood of rushed decisions or future misunderstandings.

Conclude this initial interaction with a commitment to thoroughness and accuracy in your assessment, underscoring the value of the customer’s time and the importance of informed decision-making. This approach not only establishes a foundation for a successful estimate but also positions you as a knowledgeable and considerate service provider.

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