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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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Step Financing Explained

In this section, we delve into the concept of step financing, a strategic approach designed to enhance the appeal of premium options to customers through tailored financing plans. Step financing operates on a tiered system, presenting multiple options with the most premium choice becoming financially more attractive through superior financing terms. This method is pivotal for elevating average ticket sizes and guiding customers towards investing in higher-quality systems that better meet their needs.

Here’s a streamlined explanation:

Step financing is essentially about offering a series of options to customers, each with its own financing plan, designed to make the top-tier option the most appealing in terms of monthly payments. This approach capitalizes on the psychological and financial considerations of consumers, encouraging them to opt for more comprehensive solutions by presenting a financially optimized choice at the higher end of the spectrum.

For instance, consider three options priced at $5,000, $3,500, and $1,500. The $5,000 option might come with a financing offer of 10 years at 6.99% interest with deferred interest, translating to an attractive monthly payment. In contrast, the $3,500 option, although cheaper overall, could be paired with a less favorable financing plan that actually results in higher monthly payments than the premium option. This creates a scenario where the premium option not only appears more desirable due to its benefits and features but also seems more economically sensible.

This financing strategy cleverly aligns with consumer behavior, leveraging the appeal of lower monthly payments to facilitate the selection of higher-priced options. By structuring the financing offers in this manner, businesses can subtly guide customers towards making decisions that not only satisfy their immediate needs but also provide them with superior value in the long run.

Step financing exemplifies a win-win strategy: customers gain access to higher-quality products that may have seemed out of reach, while businesses increase their average ticket size and sell more comprehensive solutions. This approach requires a deep understanding of financing options and the ability to effectively communicate the benefits to customers, ensuring they understand the long-term advantages of opting for the premium choice.

In summary, step financing is a nuanced sales technique that combines financial acumen with strategic presentation, aiming to maximize customer satisfaction and business profitability. It’s a testament to the importance of offering tailored financial solutions as part of a comprehensive sales approach, ensuring customers can make informed decisions that align with their financial situation and home comfort needs.


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