Role-Playing Sales Objections: Pro Sales Tactics That Work
The Home Service Expert Podcast
Deep Dive
Why is upfront pricing important in home service sales?
Upfront pricing eliminates uncertainty and builds trust by providing a clear, all-inclusive price that includes warranties, 24/7 service, and safety guarantees.
How does Brian Burton ensure customer safety during home services?
Brian ensures customer safety by implementing drug testing and background checks for all employees, ensuring only the safest technicians enter homes.
What makes the warranties offered by Brian Burton's company stand out?
The warranties are not just industry standard but unbeatable, ensuring customers are covered for any issues, with a commitment to be there when needed.
Why does Logan Altland emphasize the importance of a relational approach in sales?
Logan believes in building genuine relationships with clients, treating them with respect and care, which leads to higher sales and better customer satisfaction.
How did Logan Altland become the top salesman at Mister Sparky?
Logan's success stems from his relational approach, genuine care for customers, and continuous training, making him the top-selling electrician in Mister Sparky's history.
What was Logan Altland's turning point in his career?
Logan's career turned when he was fired from a manufacturing plant and received a call from Mister Sparky, leading to an interview and eventual employment with Brian Burton.
How does Brian Burton identify the right candidates during interviews?
Brian looks for positive energy and a good fit with the company culture. If the candidate raises the energy in the room, they are likely a good fit.
What strategy does Logan Altland use to handle price breakdown requests?
Logan reframes the request by emphasizing the value beyond parts and labor, including certified technicians, 24/7 service, and safety guarantees, making the total price more palatable.
How does Logan Altland handle clients who are not ready to buy immediately?
Logan offers a deferred payment plan, doing the work first and allowing the client to pay later, spreading the cost over time without interest.
Why does Brian Burton avoid zero-interest financing plans?
Brian avoids zero-interest plans due to the high risk of accumulated interest if the balance isn't paid off, preferring low-interest monthly plans that are more manageable for clients.
- Logan Altland achieved top salesman status for two consecutive years at Mister Sparky.
- He emphasizes relational sales over transactional sales.
- Brian Burton's management style focused on building trust and pushing employees to excel.
Shownotes Transcript