The Holy Trinity of Sales

By Service Excellence Training The Holy Trinity of Sales

Like many of the best things in life, the most successful sales process comes in three parts. With all three of these sections mastered, your sales presentation will have the strength and clarity to boost your success significantly.

The 5 Questions

These questions that you are confronted with by the customer must be thoroughly answered in order to cover all your bases and build a trusting relationship. In any sales situation – including technicians on service calls – you must make sure these queries are answered long before actually asking for the sale.

  • What are you recommending to me?
  • Why should I buy the recommended thing?
  • Why should I buy it from you?
  • When should I buy it?
  • How can I afford it?

The Pyramid of Pain

Working with the 5 Questions, the Pyramid of Pain needs to be completed step by step as well. These actions are important to connecting the dots for the customer and creating a natural understanding of the repair or purchase that needs to be made. Most customers do not inherently understand what a problem means, how it should be fixed and why it needs to be fixed. It’s up to you to show them all of these things.

  • Make them aware there is a problem
  • Stimulate the need for a solution
  • Create desire for change in the homeowner
  • Present solutions
  • Ask for sale

Handling The 5 Objections

Even if you complete the previous two sections perfectly, you’ll likely run into the infamous customer objections. Objections are natural for customers to voice when they are unsure or slow buyers. There are multiple ways to overcome objections, but they can’t be ignored and allowed to sink into the customers’ minds. Look out for the following phrases, and make sure they are taken care of with the proper techniques.

  • I need to talk to my spouse
  • I want to get multiple bids
  • I need to think about it
  • I don’t know if I can afford it
  • It’s too expensive

Service Excellence Wants You To Succeed

This quick sales lesson shows the three most important pieces of a successful sale. Our coaches here at Service Excellence train every member in the home services industry to understand and move smoothly through these points in order to build trust with customers. More trust leads to fewer objections, more closed sales and higher average tickets. If you’re ready to dive into this holy trinity, check out our helpful resources or sign up for an exclusive PRESS PLAY class!

What SETs Us Apart?

Proactive Business Plans

A proactive business is a successful business. That's why our team takes the time to make sure every client has a proactive, not reactive, business plan. Our strategies make your business run more smoothly and profitable.

Proven Results

Our training services help businesses identify and achieve their key performance indicators (KPIs). Whether it's increased revenue or higher satisfaction rates, our methods allow you to see immediate and continued results.

Personalized Training

Our team of experts works hard to make sure your business gets personalized training. We'll work with your team one-on-one or in group settings to set and achieve your business goals. We develop training based on your goals!

Prioritizing People

We believe that people are the most valuable asset. We strive to provide outstanding benefits, life balance, leadership, and support to our team. We believe in helping people reach their greatest level of growth, contribution and satisfaction.

Success Stories

I've increased my sales from $250,000 a year to over $400,00! This really works.

-Scott Putman, Putman Plumbing

Success Stories

Over $2,400,000 in sales my second year after training with SET!

-Chris Yanez, Selling Tech

Success Stories

I sold $18,867 on my first call after SET's Press Play for Sales event series!

-Jake Pettit, Selling Tech

Success Stories

We have been with Service Excellence Training since 2015 and believe it is an integral part (training, coaching, mentoring) to our overall business model.

-Judy Mueller-Hyde, Director of Operations
Hydes HVAC Company Logo

Trusted By

horizontal red and purpler plumbtite logo
142 Cimarron Park Loop, Ste E, Buda, TX 78610
Join our newsletter
© 2024 Service Excellence. All Rights Reserved
Website by Leadhub