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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
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Setting The Stage

When I entered sales, I initially believed closing deals was all about handling objections at the negotiation table. This belief, however, was a misconception. Relying on overcoming objections only at the end often means the opportunity has already slipped through your fingers, unnoticed.

The truth is, to elevate your closing rate beyond the average, it’s imperative to weave urgency and address potential objections from the outset. It’s about engaging the customer early on, discussing why now is the opportune moment to make a purchase, and thereby preemptively closing off avenues of objection.

One effective strategy is to start the conversation by gauging the customer’s intent. Asking whether they’re looking to make an immediate decision or just exploring options can set the tone for the discussion. Highlighting current promotions, rebates, and financing options that may not be available later can nudge the customer towards realizing the value of making a decision sooner rather than later.

Moreover, emphasizing the potential for price increases and other market dynamics serves to underscore the urgency. This approach not only aids in building urgency but also helps in identifying the customer’s readiness to purchase, allowing for a tailored sales approach.

Remember, it’s not just about selling; it’s about helping the customer understand the value and timing of their investment. This method has proven beneficial in my experience, and I hope it offers you insights into enhancing your sales techniques.


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