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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 39 of 54
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Turning Over A System To A Salesman

As technicians, after completing a service call and discussing potential equipment replacement with the customer, it’s crucial to avoid a common pitfall: immediately scheduling an appointment for a comfort advisor or salesman to present options. Instead, we need to instill a sense of urgency in the customer, compelling them to take action promptly.

When a customer inquires about the cost of a new unit, our response should not be to set up an appointment right away. Instead, we should deflect the question tactfully. For instance, we can say, “Mr. Smith, as a technician, I’m not equipped to provide pricing details off the cuff. However, I can tell you that now is an excellent time to consider investing in a new air conditioner.” By highlighting ongoing manufacturer rebates and special financing options, we plant the seed of urgency in the customer’s mind.

Furthermore, we express concern about the tight schedule of our sales department and the impending hot weather, subtly nudging the customer to act swiftly. By asking if they’re looking to proceed immediately or just exploring options, we encourage them to commit to a course of action. If they express interest in moving forward promptly, we then convey the challenges of securing an appointment due to the high demand for our services.

Instead of immediately setting a lead, we convey to the customer that we’ll make an effort to accommodate their request. We suggest reaching out to a manager or senior technician to see if they can visit the customer promptly. During this call, we recap the issues discovered during the service call, emphasizing the urgency of the situation. By mentioning specific problems like a faulty secondary motor control, oil-leaking fan motor, and clogged evaporator coil, we underscore the necessity of immediate action.

Once the manager confirms availability, we circle back to the customer to ensure they’re still committed to addressing the issue promptly. This approach creates a sense of cognitive dissonance in the customer, compelling them to follow through on their earlier agreement. When the sales representative later meets with the customer, they can leverage this sense of urgency, reinforcing the importance of taking action promptly to avoid missing out on incentives and to address pressing system issues.

In essence, by strategically building urgency during the turnover process, we facilitate a smoother transition from technician to sales representative, enhancing our chances of securing a successful sale.

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