Closing strategies Archives - Page 2 of 2 - The Daviston Group

Category Archives for Closing strategies

Putting Some Structure Around the Inbound Phone Call

A client of mine asked me to improve the process of booking inbound service calls. There was no structure, we were rambling and our conversion rate was low.

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Money

Talk about money before you waste time doing a presentation.

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Is It Ever Acceptable to Allow a Prospect to Think It Over?

We all have the right to say “no” and we all have the right to take time and think before we arrive at an answer. How we handle “think it over” is the key.

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Stop Focusing on SEER

Stop focusing on SEER and focus on comfort. Do you know what the five year savings will be going from 13 SEER to 14 SEER? Not much.

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What Lloyed Does to Sell UV Lights

I always enjoy riding with Lloyed and he has truly become a master at listening. Here are the notes that I made as Lloyed interacted with the client.

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HVAC Talk

You’ll never hear a sales trainer tell you this one. But people have the right to take time and think before they decide to say yes or no.  There it is… I said it.  If sales is relational, if the sale comes from the relationship, if people buy from you because they trust you, then […]

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HVAC Sales. Heating, Ventilation, and Air Conditioning

How to respond to a “think it over”   and  Is it okay for a person to “think it over?”  HVAC (heating, ventilation, and air conditioning) sales and salesmanship in general is a process of building a trusting relationship with a customer. Healthy relationships are built on trust and mutual respect for one another.  In other […]

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What To Do With a “Think It Over”

Frustrated by difficult prospects?   Getting the run-around?   Feel like you’re chasing a person who is hiding?   Newton’s Third Law states that for every action there is an equal and opposite reaction. Furthermore, Edwin Friedman teaches us that communication is not logical but emotional; and when your words are pursuing others, they are […]

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Are we learning to manipulate prospects in our HVAC sales training?

Traditional HVAC sales training teaches one to push against resistance when prospects say “no”. Are we manipulating our prospects?

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