I have been a successful in home salesman for 45 years. I built my business from the ground up and have trained many sales reps. that have gone on to make $100k plus If your objective is to have them think about it and call you back later you will perish. It’s not about being pushy, it’s about listening to your customer, they will tell you what you need to do to win them over. A highly skilled professional salesman is NEVER pushy, they make the customer totally comfortable with you and their decision to do business with your company.
Sell on low monthly payments. Tier based financing with Good Better Best Options.. Longest term monthly payment on the 21 seer, Mid term payment month payment on the 18-16 seer 2 Stage Shorter term monthly payment on the 16 -14 seer system. As a HVAC Tech for almost 20 years and selling 2.5 Million a year in sales you the first thing you need is to set goals and believe in yourself. Turn those presentations into conversations customers buy from people they like. Ask open end questions. The list goes on but the most important is your mind set and thoughts 💭.
I’m starting a new career as a comfort advisor and this is spot on how my company treats clients. No outshines just looking out for the needs of the customer. Thanks for the advice this was fantastic to see.
I think nothing wrong with trying to close when you are at a home. The key: being real and honest and giving people various options, with an option you feel will suit them the best in the short or long term. No need to be manipulative or pushy, but nothing wrong with being persuasive in an honest and ethical way. If they decided to move forward, great! If they wanna think about it, great! In the latter, just ask when the nearest date for a follow up would be for them to think it over. If they decide to move forward, awesome! If not, not! The biggest mistake in sales is being disingenuous, manipulative and unethical- pushing for something someone doesnt necessarily need. If you give them the option (amongst other options) and they decide to go with it, so be it.
@@TaddyDigest thanks sir! I appreciate these sort of videos though....just to hear peoples perspectives on selling or what not. If you wanna be a good salesperson, stop selling. What I mean is the homeowner called you because they believed you are an expert. So its key to explain technicalities in layman's terms. Have a good 1st impression and tell the homeowner(s) your objective- look at the issue(s); give them the options that will suit them best on addressing it; and advise once they choose, you'll put them on the schedule to get the work done. It's the power of assumption. Now, if they say "I like them, but I need to think about it," simply follow up with them at a later date, as I stated above. People can smell baloney, they can smell a phony. People buy from people they like and trust. It doesnt matter how good of a product one sells, if they do not like and trust you, they wont buy from you.
Although on its surface I do agree with no trash talk, I’ve found that this can certainly vary depending on the region your in. In the PNW/Seattle area, the companies are downright ruthless and there is no way to get ahead without participating in the trash talk. With that said, it needs to be done correctly and with finesse. There’s a difference between enlightening a customer as to why xyz company will screw the pooch for this large investment and why yours won’t.
Exactly! I Live in a small town with alot of competition...in this feild you will always run into your competitors at the supply and dealer stores..and most of us all sale and work on different brand equipment so it's nice to keep a good relationship cause you might run out of a part and they got it..and if your competitors are to busy then they will refer you if you have that Trust like you said. And if your competitors trash talk you ...free advertising 🤣
I like this video, the one thing I will say where I disagree which is a true statement in my opinion and experience is that maybe 8 out of 10 times if you don't lock in a deal at the time your at the home you will not have a 2nd chance. And as I do see where your coming from on then wanting to think about it and call you back, your leaving the door open for competitiors to have an opportunity. If you build enough rapport, offer the best product/warranty and price is where they want to be at, then there's no reason why you shouldn't ask for them to sign up with you. If you don't get it in the moment, you probably missed what the main objection was or didn't build enough value. Just my opinion from my experiences. Great video brother.
You say you want the client to take their time before deciding? Is it not true that opportunity percentage drops significantly once you leave the home?
My follow up closing rate on the jobs with great profit margins are still high. The customer that is focusing on price only and not quality or anything else are the jobs you don’t want because those are the customers that will complain the most since there never happy.
Horrible advice.. “don’t try to sell it in the home”?! 😂 are you kidding me? I sell 2 mil a year with an average ticket of 10,200. I guarantee you, the only way you can say not to try and close it your first visit is because you undercut everyone else and you’re cheap. 90% of my sales are first visit. And don’t give options?!! I give 2-3. From 14 seer, up to 2 or 3 stage units. I tell the pros and cons and let the customer decide which they prefer. Man, you might be an HVAC guy but you are not a salesman.
I don't use pressure sales and I don't need the business that bad to make the homeowners make a decision right then and there. When you do good work the sales will be easy. Thank you for your support your comment and thank you for watching 👀 😊
Yea king heating and air is a sheisty company. All about that sell, screw the customer and even their workers.. use old materials on your job and get you the cheapest piece of junk. Horrible company. For customers and employees.
When your paying $50-$150 per lead on average. You will have a different approach on closing on spot. 90% close rate ? You can never get 90% by leaving back "confidential presentations that cost you time and money to build" its a loss of dignity. Pay $100 for lead. Gas. Travel time. . Spend 1 hour in the home. Just to leave an "estimate " like a good little pup woof! 🐶 under slim exceptions will I leave "solutions " behind. They can schedule a second visit if need be after they get another 2-3 bids if they want. I'm out ✌️
How are you in the field with a customer? what presentation I don't understand your methods From what I discern with what I see here Hate your paying for leads man Seems like wasted capital Wishing you good luck in the field though
@@TaddyDigest the average marketing budget is 10% of your revenue. That's admirable and expected. But you'd need to be in the shoes of paying these fees to understand. ...."estimates" "bids" we don't do. We offer "solutions"
No advertising needed when you have so many referrals from all the good work that you're providing customers With. Spend your time doing the footwork the hard work And everything else will fall into place Be honest And most importantly don't babble to customers
@@TaddyDigest whether its lead gen. Companies like homeadvisor, thumptack, porch, nwtworx, conxpros, angie ads that your spending to attract clients on a regular basis or a better way yet still $$ ...: direct mail, billboards, train 🚆 ads, radio ads, TV commercials, sports sponsorships, Google ads Facebook Instagram RU-vid and ticktok... website SEO monthly costs and GMB update posts 🤒 I can go on. Every DOMINANT company does all or most of these on a MONTHLY basis. Irregardless of the route a company takes, you pay to make the phone ring. If a company is solely based on referrals well that's not typical. It depends on how many competitors you have. You also might need to raise your prices. I know some people who don't have a website for 6 years, no gmb , no logos on van. No t-shirts. And they pride themselves of an only refferal business.....looking at they're pricing I see what's wrong, they're working themselves out of business. Here any good tech is $30 plus. Your burden rate to hire him will be $56 hr...if getting refferals is based on providing discounts and being low priced company in town, you won't afford the to keep the best.
Not everyone can make run a business homie It's tough It's 24/7 Got to be better then the competition and you have to work harder. You can do it Don't overthink Just work
