Don Snow, owner of Halcyon Consulting, Calgary-based sales consultancy for HVAC professionals, gives his top four tips to help close technical sale... 1.
By giving them time and space to decide, Snow believes that if you create sense of trustworthiness with client, you wo not lose them.
People are thrilled at the prospect of spending money on home service like HVAC, so it's important that you make the process as painless as possible.
It's your job to put that information in perspective, explain how it applies to the customer's situation and clarify any misinformation found online..
Instead, state all the details about the product, the install and the work involved.
People do not want to take time off work or use their time to solve in their home, so Snow works around their schedule.
From there, he does not insist on follow-up visit, after they recieve it.
For technical teams, the clearer the order, the better.
Snow gives the install teams photographs and videos, so they'll know what to expect and can arrive will all the necessary tools.
He adds all of this information to Jobber work order so it's accessible to the installer before they head to the job.
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