Objections and obstacles are a natural part of the HVAC, plumbing, or electrical sales process but they don’t have to be the “end-all” for a technician trying to close a sale. Learning to overcome objections before they occur is the best practice but if that isn’t possible then the sooner the tech can learn of a client’s obstacles and objections, the more effectively he can work to overcome them. One great practice that technicians can utilize to strengthen their objection handling techniques is to learn and train on ways to handle the most common objections and obstacles that occur within a sale. Zig Ziglar gives us insight to this in his quote: “Every sale has five basic obstacles: no need, no money, no hurry, no desire, no trust.” In today’s, blog we will further explore and learn more about how to overcome the first of these five obstacles that Zig Ziglar outlines:
1. “No Need”-
This particular obstacle mostly likely occurs on a larger scale rather than on any one particular sale call because most prospective clients that purposefully call into your independent contracting service company already have a specific need that they would like your company to meet. However, this type of obstacle may occur during a particular time of the year or within a particular target market. Specific times of the year may bring about less of a need for some prospective customers. Generally, these slower times come during the milder parts of the year when the weather and temperatures are fair and calm. During these slower times, a particular population of prospective clients may not have a pressing need for an independent contracting company’s services; however, these seasonal changes come and go rather quickly. When frigid weather returns, sweltering hot summers arrive, or the busy holiday seasons come around then clients’ direct needs for HVAC, plumbing, and electrical services rapidly return bringing with it many service calls, sales calls, and client generation.
One way in which a service company can work to even out the influx of calls during the slower times versus the busier times of the year is by promoting scheduled service plans. Generally, it is recommended that maintenance calls be performed about twice a year for most HVAC, plumbing, or electrical service companies. So if a company is finding their teams’ schedules to be overly packed during the dead of summer and winter but lacking in the spring and fall then scheduling maintenance calls during the these milder seasons is a great way to keep the company busy, boost employee morale, and maintain a strong client-company relationship year-round. By implement scheduled service plans into a company’s business plan, they will grow their clients’ need for their company’s services. When a customer understands the great benefits of regular maintenance and they choose to invest in a service program, it extends the client’s need for the company’s services beyond the normal busy season.
Another way in which a “No Need” obstacle can potentially stagger sales is when a company’s target market has been fully saturated. While a target population is always changing, growing, and transforming it is important for a company to see a specific target markets’ diminishing need and explore their options for expansion into other marketing zones. Both market saturation and seasonal changes in client need are two areas that can affect closing sales inside independent contracting companies. But it is important for service companies to see the possible issues that can arise from a “No Need” obstacle and prepare accordingly by promoting scheduled service plans and by researching expansion into other marketing areas.
Learning to overcome obstacles within the sales process is a key component to success inside of every independent contracting company. A company and its team will be more successful and influential when team members are confident that they can effectively help client’s overcome their own obstacles and objections such as the major obstacle explored today: “No Need.” Thank you for following our weekly posts. Here at Service Excellence Training, we turn learning into earning!
-Resource curated by Whitney Stewart of Service Excellence Training.