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Become A Top Selling Salesman

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  1. Mentality Of A Top Salesman

  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 19 of 54
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How To Peak A Customers Interest

In this section, I’ll discuss my approach during a service call when it becomes clear that the customer is in need of a new system but is unaware of their financing options. It’s crucial to present financing in a manner that resonates as a genuine possibility. Hence, I recommend familiarizing yourself with the finest financing plan available for the product in question, be it a furnace, a complete HVAC system, or a water filtration system. Knowing the monthly cost of a basic air conditioning system, for example, empowers you to seamlessly introduce the topic of affordability.

Imagine a scenario where a customer hesitates, concerned about the financial implications. This is your cue to casually mention, ‘You know, Mrs. Smith, I’ve seen people secure systems for as low as $143 a month with no upfront payment. Would that be within your budget?’ Such a nonchalant inquiry can spark a significant shift in their mindset.

This method isn’t just about throwing a last-ditch effort when you sense reluctance; it’s about illuminating a path they hadn’t considered, potentially transforming their perspective. By highlighting the availability of incredible incentives from manufacturers, like systems available for $143 a month with no down payment, you underscore the value and feasibility of proceeding with an upgrade.

I position this as a way to gently nudge customers toward considering a change, especially when initial resistance is apparent. It’s akin to a ‘Hail Mary’ play, yet it serves to plant the seed that not only is an upgrade achievable, but it could also be financially advantageous, particularly in light of impending price hikes.

My hope is that this strategy aids you in guiding more customers toward making informed decisions today.


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