Back to Training

Become A Top Selling Salesman

0% Complete
0/0 Steps
  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 42 of 54
In Progress

Next Day Installation

Now that we’ve completed our entire call and the customer has chosen their preferred project, they might suggest scheduling it for Saturday. However, if it’s only Monday and we have installation slots available for tomorrow, waiting until Saturday isn’t ideal. Personally, I aim to get paid as soon as possible, so my priority is to expedite the process. Instead of immediately agreeing to the Saturday request, I inquire about their preference: “What’s the reason for Saturday?” This prompts the customer to articulate their scheduling preference.

If they mention weekday commitments, like work obligations, I seize the opportunity to propose an alternative. I emphasize our availability for tomorrow’s installation, ensuring everything is completed swiftly—possibly even by Tuesday at the latest. This proactive approach demonstrates our commitment to prompt service.

However, I’m aware that the time between Monday and Saturday leaves room for uncertainties and potential changes of heart. To mitigate this risk, I delicately broach the topic of compensation. I ask the customer about their daily earnings, often around $250. Then, I propose a solution: “What if I compensated you $250 to stay home tomorrow, and possibly the following day if needed, so our installers can work uninterrupted?” This approach not only ensures a smooth installation process but also underscores our dedication to keeping our team productive throughout the week.

By offering this incentive, I address their concerns about missing work while emphasizing the benefits of timely installation. Many customers find this proposition appealing and agree to adjust the schedule accordingly.

Ultimately, as sales professionals, our primary responsibility is to keep the business operations running smoothly. By effectively communicating the advantages of immediate installation and providing suitable incentives, we can secure prompt commitments from customers and ensure timely project completion. This approach not only benefits the business but also enhances customer satisfaction and loyalty.


Your email address will not be published. Required fields are marked *