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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 22 of 54
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Post Close

Having navigated through our entire sales process, we’ve sparked the customer’s interest, designed a bespoke system, and secured their commitment. It’s a moment of triumph, naturally evoking excitement and the urge to share the success. However, many sales professionals overlook a crucial step at this juncture: the post-close. It’s essential to remember that a verbal agreement doesn’t finalize the sale—the installation does. Moreover, your compensation hinges on the successful completion of this process. Therefore, before leaving the customer’s premises, engaging in a thoughtful post-close is vital.

The objective of the post-close is to solidify the customer’s decision, reigniting their enthusiasm for the project and anticipation for its realization. A strategy I employ involves understanding the customer’s reasons for their decision. I approach this by asking the customer, for instance, “Mrs. Smith, could you share three reasons why you chose to replace your system with us today?” This inquiry not only provides valuable insights for future reference but also reinforces the customer’s confidence in their choice.

Upon receiving their responses, delve deeper into each reason. Inquire what specifically about the price, the quality, or perhaps the personal rapport they valued. This discussion reaffirms their decision, echoing sentiments likely shared by many of your satisfied clients—exceptional service, competitive pricing, and top-notch installation expertise.

After re-establishing this connection, shift the conversation away from business. Discussing personal interests or upcoming events fosters a deeper bond, leaving the customer with a positive, lasting impression of you and your company. Whether it’s family, hobbies, or plans, these discussions are pivotal in reinforcing their comfort and trust in their decision.

This step is particularly crucial because, post-departure, customers often consult with friends or relatives, potentially leading to second thoughts, especially in the face of holiday gatherings or social occasions where comparisons of deals might arise. It’s your role to preemptively address these conversations, ensuring they understand the unique value and process your offer entails.

The post-close also serves as a safeguard for those instances when a customer reconsiders. If a cancellation call comes through, referencing the reasons they initially provided can be a powerful reminder of why they made their choice, potentially averting cancellation. Should the need arise to revisit the customer for reassurance, having conducted a thorough post-close equips you with solid grounds for reaffirming their decision.

In essence, an effective post-close not only secures the sale but also fortifies the customer’s resolve, making it an indispensable part of the sales process. By ensuring your customers are clear, confident, and content with their decision before you leave, you significantly reduce the likelihood of cancellations, thereby safeguarding your hard-earned success.

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