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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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Why To Buy Today

All right, guys, in this section, I’m going to go over one of the most important things that were pivotal when I started my day as a sales professional. The fundamental question I dwelled on was: Why would someone decide to buy an air conditioner today? Why is today the prime time to make a purchase? No matter the season—be it summer, fall, or spring—I made it my mission to devise five compelling reasons for customers to proceed with a replacement on that very day.

During summer, the focus might be on the exceptional promotions we’re running or various no-money-down options. Come fall, I’d emphasize our effort to keep our workforce engaged. I often placed emphasis on the manufacturers’ endeavors to maintain product movement, highlighting limited-time financial incentives, including rebates, which would be expiring shortly. This strategy required creativity and adaptability, aiming to craft and adhere to these five reasons throughout the day.

When interacting with a customer, I was equipped to articulate these reasons effortlessly, emphasizing the urgency due to imminent price hikes or exclusive offers about to lapse. The key was to jot these reasons down each morning, ensuring they were at the forefront of my mind. This preparation was crucial for when objections arose, enabling me to convincingly argue why postponing would be a missed opportunity. I’ve yet to encounter such enticing promotions or flexible financing plans elsewhere. It’s all about staying inventive, remaining committed to your daily strategies, and you’ll discover this approach significantly boosts your success rate, far surpassing any improvised tactics.


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