I Was Shocked When She Picked The Top Option – Zeke Brown

Zeke Brown is an HVAC Service Technician who works at Davis Heating and Air in Rocky Mount, VA. He’s one of my clients and started running service calls only five months prior to this interview. I have ridden with Zeke three times and he has been in online classes and face to face HVAC service training for about six months. Zeke is learning The Service Call Blueprint and is having really good success with the new flat rate way of thinking. This is the reason I wanted to have him on so you could listen to him and what he has to say.

Zeke says what he likes about menu pricing and flat rate pricing is the order and the way that you go about it. He says that you share with them why you are there, what you are going to do and it makes them comfortable and then after you do find out what the problem is you share with them some options and show them what they can pick. Zeke says that the option sheet works great for getting his HVAC service sales higher. You just read them the top option and tell them all that you are going to do and how much it costs. Then you show them the options sheet and tell them that you have all these other options and ask them what they want to do.

Zeke goes on and says that usually the customer picks mid range from the menu pricing but sometimes they pick the top option and sometime they pick the bottom option. Zeke says that it has really helped him a lot by just showing the sheets and going by the process. He really loves the new flat rate way of thinking.

The process helped him get over his own fear about feeling bad for them, what kind of situation they were in and his anxiety that they may get angry about how much it costs. “If they want it they will get it and I just do the best I can after they pick.”

Zeke goes on to talk about a specific call that he ran yesterday where he was there to do an $89 tune up on an air-conditioner. Zeke says that he found a capacitor out of range and showed the customer the menu pricing and she said she would talk to her husband about it.

She came back and said “Well it is about 8 years old. We just want this thing to last a good little while, so we are not going to worry about the money and we are going to go with the top option and get this thing taken care of.”

The top option was $733. Zeke says the system was cooling great but it was just the capacitor that was out of range.

Join Roger as he goes one-on-one with Zeke Brown, an 18 year old technician who is learning how to execute The Service Call Blueprint, menu pricing, flat rate pricing and the new flat rate way of thinking. HVAC service can be profitable and this is a great HVAC service training video:

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About the author, Roger Daviston

Roger Daviston is a personal growth consultant who gets measurable results. He facilitates and encourages individuals to change behavior and make different choices to achieve better outcomes.

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