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ATP 006: How Objections Are Handled in an Independent Contracting Company

By Todd Liles March 13, 2013 ATP 006: How Objections Are Handled in an Independent Contracting Company

How Objections Are Handled

In this podcast, we are going to explore five common things that would keep from being becoming successful. These are great tips for anyone in the residential independent contracting company trades as a:

  • Plumber
  • Electrician
  • HVAC Technician
  • HVAC Salesperson
The Podcast Notes are taken from
The PRESS PLAY Training Series Program

The PRESS PLAY Training Program from Service Excellence Training, offers personalized training programs designed to increase your independent contracting company:

  • Average Sale
  • Technician Generated Leads
  • Service Agreement Conversion
Momentum Builder

Ralph Waldo Emerson

“To laugh often and much; to win the respect of intelligent people and the affection of children; to leave the world a better place, to know even one life has breathed easier because you have lived. This is to have succeeded.”

How Objections Are Handled
  1. Build Value Before Quoting Price: Take intentional steps to build value in your independent contracting company.
  2. Providing Options: Options are what makes everything work.
  3. Learn to LEAP: Learn to understand the client.
  4. Bring Confidence to the Game: Homeowners want to listen to confidence.
4 Distinct Perspectives

BUILD VALUE BEFORE QUOTING PRICE:

  • Borrowed Value – Built from past experience
  • Earned Value- Built from what YOU have established
  • Keys to Building Value – Use the P.R.E.S.S. P.L.A.Y. system

PROVIDING OPTIONS:

  • Alternative Advance Close
  • 4 Options for the Client

LEARN TO LEAP:

  • Listen
  • Empathize
  • Ask Questions
  • Problem Solve

BRING CONFIDENCE TO THE GAME:

  • Confidence is not Arrogance
  • When Trust is earned, Relationships are Built

 

The PRESS PLAY Training Series –

To Register call 512-333-4133 and Stacy will help you. You can also REGISTER ONLINE.

      • The Technician Series – Montgomery, AL- April 29th-May 1st
      • The CSR Series – Montgomery, AL- April 29th-30th
      • The Sales Series – Montgomery, AL- May 2nd-4th

Questions, Comments, or Suggestions:

If you have a something to say, then leave it in the comment section below.

Also, feel free to give the Service Excellence Training team some suggestions on what you and your independent contracting company team would like to hear on future training episodes.

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Success Stories

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