- Failure to offer financing – specifically low payments.
- You did not speak about benefits, you spoke about features.
- Failure to ask the customer what they want the product to do.
- Failure to address objections.
- Failure to identify the customer’ behavioral preferences and adjust accordingly.
- You did most of the talking. You should do 15% of the talking and 85% of the listening.
- Failure to begin the presentation with a powerful and attention grabbing claim or statement.
- You did not use proper vocabulary. See HVAC Grammar School.
- You focused on the price of the system and not the value the system brings to the customer.
- Failure to understand what we actually offer the customer. Hint: It’ not heating and cooling.
This author hasn't written their bio yet.
AdminMan has contributed 157 entries to our website, so far.View entries by AdminMan
You also might be interested in
Be well prepared for the sales call and treat it[...]
Are 60% of the jobs you sell basic equipment such[...]
As a service contractor, very often when you work on[...]
- Accounting and Bookkeeping
- Billing & Invoicing
- Building and Construction
- Building Maintenance
- Business Management
- Computer and IT
- Customer Service
- DIY and Homeowners
- Energy Efficiency
- Examinations and Tests
- Financial Planning
- Flat Rate Pricing
- Formulas and Conversions
- Free Materials
- Hiring & Firing
- Human Resources
- Inventory Management
- Office Management
- Payroll and Compensation
- Safety and Security
- Search Engine Optimization
- Service Agreements
- social media