Sales Training Quick Tip
Get the time commitment. A time commitment is a must when it comes to replacement sales. If your average presentation takes 90 minutes, and the homeowner only has 30 minutes, then you will not be able to deliver your presentation properly. Establish the time frame and get a commitment using this example:
“Betty, to perform my evaluation properly will require somewhere between 60 to 90 minutes. Are you okay for time today?” (Yes) “So, you don’t have any pressing time constraints?” (I need to get the kids in about 2 hours.) “Okay, Thanks.”
Asking the follow-up question will let you know if the homeowner only has 90 minutes, or if you have the time to go longer if needed.
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-Resource curated by Todd Liles of Service Excellence Training.
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