Chris Loudermilk and Chris Elmore bring you 10 Great Sales and Closing Lessons. From the Holiday Objection “I will call you back after Christmas”, to “I did not budget for this and I have to buy presents for the kids”, Elmore and Loudermilk will unpack 10 great Lessons to Boost Your Results. RELATED: Sales Training for Service Professionals
The video is 32 minutes long and you can watch all of it, or go to the sections that you are interested in.
They show up when you do not expect them, they are not welcome, and they are always more trouble than any other objection during the year.
Use the LEAP method to overcome the objection, and make sure you understand if there is really an objection or a condition.
Know the personality of the client, and handle the objection based on how they make decisions.
“What is considered an ideal close rate for a premium contractor (after the advisor has left the home and the homeowner has received multiple bids)?”
After you leave the house, the close rate drops significantly. Be aware that when you walk out the door the emotion is gone and the consumer is probably only looking at the bottom line.
When a homeowner is tossing out one objection after another, there is something that you might be doing that you need to change in your process to eliminate those objections before they occur. Multiple objections may mean a lack of trust, or a lack of understanding.
Use the true cost calculator, and show the cost of doing nothing. The true cost calculator helps build value in the replacement vs the repair.
Figure out the personality profile. Make sure you are communicating in the way that the homeowner needs to make their decision.
If you have a 100% satisfaction guarantee at your company, it makes an easy close. Use your guarantees and warranties as a value builder.
Step 1: Get to know the homeowner
Step 2: Figure out what is important
Step 3: Educate in terms they understand
Step 4: Offer options
Step 5: Help guide to them to the right decision for them
Focus on the importance of the installation. If a system is not installed correctly it will not meet the SEER rating. Focus on what your company does better than the competition.
A well trained Service Professional is a great investment for your business. Consider your Sales and Service Professionals as the money makers in your business . Without a well trained Sales Professional, you are throwing away thousands of dollars in Lost Revenue and Profits.
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