Service Contractors can struggle when it comes to converting the sale on Preventive Maintenance Programs and Tune-ups.
This lesson helps get the answer, “How to do I convert the opportunity on a Plumbing, Air Conditioning or Electrical Inspection?”
Teach Your Techs How to Convert their Clients from The “Planning” Stage to The “Do It Now” Stage
STAGE #1 IMPORTANT/URGENT (“DO IT NOW” STAGE):
- Part Broke
- Failed Component
- Not Working at All
STAGE #2 IMPORTANT/NOT URGENT (“PLANNING” STAGE):
- Safety Device
- Outside of normal range of operation
- Excess Energy Consumption
HOW DO YOU CONVERT SOMEONE FROM THE “PLANNING” STAGE TO “DO IT NOW” STAGE?
- Share real life experiences
- Share previous experiences
- Share true possibilities
- Never exaggerate or lie
- Create the sense of urgency
