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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 5 of 54
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Reading The Job History


Diligently reviewing the job history before attending to a service call is a pivotal part of preparation. This record provides invaluable insights into the customer’s previous interactions with your service, including details on repairs, system changes, and whether the ductwork was updated alongside the system. It’s particularly enlightening to discover how customers financed their equipment, as this opens discussions about potential financing options for additional services like ducting or attic insulation.

A significant benefit we offer during repairs is the opportunity for customers to apply the cost towards a new system within a year. When approaching a service call close to this deadline, it’s an excellent strategy to remind customers how they can leverage their previous investment into an upgrade, enhancing the value proposition.

Understanding whether the customer is a long-standing club member or has a history of repairs with your company can significantly affect the approach and trust level during the call. For newer systems, the strategy shifts towards affirming the quality of their existing equipment and exploring additional services. However, for older systems, identifying replacement opportunities becomes crucial, not only for the customer’s benefit but as a vital revenue aspect for your business.

In essence, a well-crafted game plan, informed by thorough history review, sets the stage for a successful call. It enables personalized service strategies, fosters trust, and identifies upsell opportunities, aligning with the ultimate goal of enhancing customer satisfaction and driving business profitability. This approach underscores the importance of leveraging every piece of information to craft interactions that are both beneficial to the customer and lucrative for the business.

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