It is important for every independent contracting company in the industry of HVAC, plumbing, and electrical to emphasize to their team of sales technicians, service technicians, and CSRs the power of qualifying questions. In this short clip, Jeffrey Gitomer explains that during the process of qualifying the client and making a sale, asking the right questions help the potential client respect you and your independent contracting company. These strong qualifying skills also help your sales technicians, service technicians, and CSRs understand the client’s buying motives and how the client mentally makes his or her decisions about investing with your HVAC, plumbing, or electrical independent contracting company.
-Resource curated by Whitney Stewart of Service Excellence Training.
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