Objections are a natural part of the HVAC, plumbing or electrical sales process. That doesn’t mean they have to be the “end-all” for a technician trying to close a sale. The sooner techs learn about common objections, the more effectively they can overcome them.
One practice for strengthening objection handling is understanding sales obstacles. Here at Service Excellence, we explore ways to overcome sales obstacles, such as clients who claim to have no desire or need for home services. The five sales obstacles we’ll cover include: no need, no hurry; no desire, no money and no trust.
During the slower, more mild times of the year, clients may not have a pressing need for home services. However, these seasonal changes come and go rather quickly. When the frigid or sweltering weather returns, clients’ direct needs for home services return as well.
One way a service company can increase calls is by promoting scheduled service plans. When customers understand the benefits of your company’s service program, it extends the client’s needs beyond the busy season. Remind your clients that they won’t require as many emergency services if they take advantage of tune-ups and repairs in the off-season.
The “No Desire” obstacle goes hand-in-hand with the “No Hurry” obstacle. Customers using the “No Desire” obstacle will be more likely to place emergency calls to your company. This is usually because of a system or product malfunction due to a lack of maintenance, repair or replacement. Since they didn’t desire the service when it was offered to them, they suffer a costly investment further down the road.
Many “No Money” customers who aren’t willing to invest in home services may also have no desire to invest. This is because they don’t have all the information they need to make a well-informed decision. A long-term investment in the present can save your customer money in the future – they just need to be shown the benefits of acting now.
The “No Desire” obstacle is a recurrent objection among those who feel pressured during a sales call. Some people may believe they need your initial services but they think they can live without maintenance or repairs. To best serve these “No Trust” customers, you must practice active listening, identify wants or needs and work with them to find a solution.
Most of these obstacles stem from a lack of information about your company’s systems and products. By informing your clients of the benefits that your services and products provide, their objections will melt away. With your help, they’ll find themselves able to make well-informed decisions.
Learning to overcome sales obstacles is a key component of success. A company is successful when team members are confident in overcoming obstacles and objections.
What better way to perfect an independent contracting team’s effectiveness than to focus on overcoming objections? Taking time to train on working through client obstacles can boost your company’s success in the sales and service process. Here at Service Excellence, we believe in our client’s success because we IGNITE THE POWER WITHIN!
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