Turn Unsold Estimates Into Booked Jobs
You quoted the job three weeks ago. It was a good call. Your tech ran the diagnostic, found the real issue, and presented the options the way he should. The homeowner looked at the numbers, nodded …
Sales
How to Stop Losing Customers to Competitors After the Job Is Done
You were driving across town when you saw it. A competitor’s truck, parked in a driveway you recognized. It took a second to place it… then it landed. That was one of yours. A good customer. …
The “I Want To Think About It” Sales Objection
When your client tells you, “I want to think about it,” what is really being said? Are they really going to contemplate your offer and then agree to meet again for the follow-up? Or are they objecting …
How To Win The Sale On The Follow-Up
You have clients that will absolutely not buy from you on the first visit. In a world that demands a “one-stop close,” this can create a lot of stress for you and your client. That stress is …
How To Overcome Holiday Objections
The winter holidays are right around the corner, and we all know what that time of the year brings with it. Objections! Yes, ‘tis the season for the holiday objection. Once a year, your client gets to …
Overcoming Common Sales Obstacles
Learning to overcome obstacles within the sales process is a key component to success inside of every independent contracting company.
Objections And The Inquisitive Customer
There’s a misconception that inquisitive customers are trying to trick you or don’t trust you. Let’s be clear: if you don’t work with the customer in a way that fits their needs, you actually will …
Parallels Between Technicians and Doctors
Do you ever stop to think, “How can this client not want what I’m recommending?” It’s an interesting question, isn’t it? Sometimes the best-looking solutions have little to no value for your client …
I Need To Get 3 Bids
If you’re a service tech or a salesperson, then you’ve heard the dreaded, “I need to get 3 bids” sales objection. What you may not know is just how awesome this is for you! No, I’m not kidding. The “I …
6 Keys to Low Pressure Selling
“No pressure selling” has become a buzz phrase for trainers, but at Service Excellence, we think a little differently. There’s no such thing as “no pressure selling.” There may be “no pressure …
How To Convert More Leads By Asking The Right Questions
When effective qualify skills are utilized during technician -client interaction with prospective clients, then it allows technicians and CSRs to successfully meet needs and uncover wants.
You’re Too Expensive
In the home services industry, we perform important work for our customers. Whether it’s HVAC, plumbing, electrical or others, our skills keep homes running smoothly all year round. BUT that doesn’t …
I Can’t Afford That!
In the home services industry, Service Excellence Training performs important work for our customers. Whether it’s HVAC, plumbing, electrical or others, our trade skills keep homes running smoothly …
4 Keys To Winning The “I need to talk to my spouse” Sales Objection
The “I need to talk to my spouse” response is near the top of the list of tough objections salespeople and technicians face in the field. This is such a tough sales objection because the salesperson …
The Wrong Reasons Why You’re Getting a “NO”
“No” distinctly says, “Not you” to the salesperson. Rather than seeing that rejection as one of the project or the quote, many salespeople see that as a personal rejection due to a failure in their …
The First 3 Things To Teach A Salesperson
Here at Service Excellence, we practice what we preach. When we welcome a new member to our team, we go through some of the same processes to train and orient them as we advise our clients to do. …
How To Price Condition Using The Investment Factors
Do you know what price conditioning is? Conditioning price into your customers’ minds means getting them used to the level of investment they are going to be faced with before telling them the final …
How To Sell Complete Systems Over Partial Systems
Many technicians and salespeople have trouble selling their customers a complete system as opposed to partial pieces or products. If you’ve ever struggled with this when you’re on the job, keep …
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 …
How to Create Your Own Repair vs. Replace Graph
What is a Repair vs. Replace Graph? A repair vs. replace graph is a graph that home service technicians and salespeople can use to communicate to clients when a product should be replaced or when it …
How to Use Tribalism to Boost Sales
Tribalism refers to the fact that we evolved as a species in small groups – tribes. Humans have always used tribes to identify people they can trust. So if you want to be super successful in sales, …
Boost Tankless Water Heater Sales
Plumbers can struggle with selling a tankless water heater over the cheaper and more familiar tanked water heater. Yet, tankless water heaters are great! And with a few changes in the plumbers’ …
Cheap Internet Prices
Today Todd Liles discusses cheap internet prices consumers are finding online. As well as super low advertised prices. As a value-based service provider, this creates a huge challenge. It creates …
Resources to Start Winning Again When the World Is Against You
John quickly walked to his truck. He cut through the grass instead of using the drive. His sales binder was under his left arm and with his right hand, he fumbled for his keys. As he pulled the keys …
