Salespeople who focus on the the relationship as apposed to focusing on the transaction will have more transaction over time. See this article in the Harvard Business Review http://tinyurl.com/b6pswvo.
This also applies to technicians, and plumbers. I have witnessed over 600 service calls in the last 3 years and those technicians and plumbers who focus their attention on the home owner and build a relationship of trust through rapport produce more HVAC Replacement leads, sell more service agreements and generate more revenue.
When I ask the question to a plumber or technician that I coached and have had success with, what have you changed? They generally always tell me that they use to just go in the house and fix what they were called to fix and leave. They never talked or were interested in the client.
Stop selling and start building a relationship built on mutual trust and respect through rapport. The answer to every problem is another person and relationships are the most important thing in life. If you want to increase your business teach your plumbers and technicians how to connect with the home owner. You’ll see more HVAC replacement leads and you’ll sell more service agreements. Sign up for my free e-course ” Principles of Service which teaches best practices and how to build a trusting relationship with clients.