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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 20 of 54
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Install Incentive Close

We’ve walked through our entire system replacement process and presented all five options. When a customer hesitates due to budget concerns, it’s not time to pack up and leave. Instead, acknowledge their financial constraints, agree that the investment is significant, but also reinforce the necessity of the work. Ask if there’s anything they’d like to omit, which typically they do not want to.

At this point, it’s all about the price. If it were lower, would they proceed? If they say it’s just slightly out of their range, you then shift to discussing possible savings through install incentives, if you have a spot open soon to keep your team busy, for example. But this should not be done lightly. As a sales professional, you don’t want to offer discounts directly – this should come from a manager or a higher authority to maintain the value of your service.

Call your manager and discuss the situation transparently with them, explaining the customer’s interest in the three-star option and their budget constraints. Then wait for the manager to consider any available install incentives.

If your manager agrees to offer a discount to fill a schedule gap, convey this to the customer. If they’re willing to commit to the installation date that’s suddenly available, they can enjoy the savings. This tactic is about creating a sense of urgency and exclusivity, giving the customer a feeling of getting a special deal.

Remember, it’s not always about the discount’s size – it’s about the customer feeling they’re getting value and being looked after. Ensuring customers feel they are getting a deal and that the company will support them is essential in this process.

With the customer’s consent, finalize the paperwork and confirm the schedule. This strategy helps nudge the customer to make a positive decision, leveraging a limited-time offer to create a win-win scenario.

In summary, it’s about empathetic communication, creating a sense of urgency, and offering value that helps close more deals.


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