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.
Continue readingEstablish healthy boundaries for yourself and learn how to say “no” to prospects who don’t qualify.
Continue readingFocus on and solve the client’s original problem before you make other suggestions or you will appear to be self serving.
Continue reading101 words and which build rapport with a wider spectrum of people. Everyone experiences the world through their own five senses. We see, hear, feel, taste and smell the world. Something may look right to one person and yet it may feel right to another. The key to building deeper rapport with others is speaking […]
Continue readingLet’s talk about the HVAC best practice for service calls of moving away from the furnace or condensing unit when you explain the client’s solution. In other words, move away from the problem and then show them the fix and the price. Why? It’s the same thing that our teachers use to do. […]
Continue readingLet’s talk about the HVAC best practice of getting out of your truck immediately upon arrival on a service call The mood of the customer Assuming this is an emergency service call, the customer is anticipating your arrival and could be a little anxious. They have other things to do and this was an unexpected […]
Continue readingHow we sold a $1,000 filter on a service agreement fulfillment Tom said he never brought it up in the past because he ASSUMED the client would not be interested. How many of these opportunities are in your business? I tell you these opportunities are everywhere. Yesterday, I was riding with Tom, a […]
Continue readingRelationship opens the door to revenue. Plumbers, and technicians, who focus on the relationship as opposed to the transaction will have more transactions over time. Technicians must identify with the role of trusted advisor in a relationship (not a salesperson), which means it is your job to ask questions, find pain, and help others make […]
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