Discover The Truth About Objections

BY: Joe Crisara

Discover The Truth About Objections-Service

Are you tired of feeling dejected following another failed sales call?

Are you tired of quitting on sales calls after hearing objections from your buyer?

Well the good news is…

you’re not alone.

Most HVAC, plumbing and electrical service professionals also head for the door at the first sign of client resistance or what we commonly refer to as objections.

And let me tell you…

It’s ok…

Because what you’ve learned about objections has led you to believe that it meant game over.

No sale.

So, you grab your tools and move onto the next call.

When in reality, what an objection is and what is means to your success on a call are completely different than what you’ve previously thought.

And it’s time you learned the truth.

But, before we dive into the truth about objections, I need to clear something up…

It’s a matter of service not sales

In order to truly succeed as a HVAC technician, plumber or electrician, you must first have a passion for and deliver exceptional service.

So when you are hit with buyer objections you need to have the courage and confidence to help your client through their resistance and move them towards solutions that will help them and their family.

By walking away from a client without attempting to help them through their resistance, you are giving up on the job and quitting.

By choosing to be a quitter, you are choosing to not deliver superior service and relegate yourself to middle of the pack service contractors, making middle of the pack money and living a middle of the pack life.

Is that what you really want? I don’t think so.

So let me be clear…

By helping your buyer overcome resistance (objections) you are in essence delivering the best service and that’s what your buyer deserves.

An objection is a statement or question by the buyer that stops or stalls the buying process

When a buyer utters a statement like, “I’m going to need more time to think about this.” and you say, “Sure, no problem, give me a call back when you’re ready.”

Telling them to “give you a call” is a big problem, because you’ve already decided the customer has said “No”, when I reality they haven’t.

All they’ve said is, “I need time to think”. It’s a simple stall.

So, instead of walking away and asking the buyer to give you a “call back when you’re ready”, stand confident and say something like…

“I understand. It’s a lot to think about. I’ll stay here as long as you need my help. What should we do?”

This is a very powerful stance where you are committed to helping the customer with their resistance in the moment so you can deliver exceptional service.

The Ultimate 3 Step Objection Handling System That Closes Deals

Learn a strategy to effortlessly handle objections …even if you have no sales skills.

Click here to download your FREE guide

Getting an objection is a natural part of any sales process

And… The truth is… You actually want them.

That’s right… You actually want objections. Why?

  1. They are a positive signal that your buyer is interested and willing to tell you know why they have reservations about moving forward.
  2. It means they trust you enough to let you into their private thoughts about making this purchase.
  3. Buyers are testing you to see if you have confidence in your product, service and price. (If you don’t have confidence, neither will they)
  4. Most of all, when you hear and objections, it means that there is a possibility of the job or project moving forward.

Did you read that last one?

Read it again…

Most of all it means that there is a possibility of the job or project moving forward.

When you hear an objection, it means the buyer is engaged and this is really good. The last thing you want after you to present your solutions is a buyer that sits there speechless.

You want a reaction. You want engagement.

So instead of quitting, understand that objections are a natural part of the process and actually mean your buyer is truly interested and trusts you.

Which brings me to my final point.

Being a great service provider takes courage and confidence  

The first person who should be sold that you are the best for your client is YOU!

When your buyer tests you by saying, “I need to think about it.”

Stand firmly; show you believe in your service and yourself by helping them through their decision.

“I understand. It’s a lot to think about. I’ll stay here as long as you need my help. What should we do?”

Bottom line…

If you do not have confidence in yourself and your solutions then there is no way your buyer is going to have confidence either.

And every time they hit you with an objection (resistance) you will quit and head for the truck.

But this doesn’t have to be you.

Take action today, increase your level of service and increase your sales

  1. Read this post on how to build confidence. It will give you a step-by-step process to increase your confidence quickly.
  2. Click here and download The Ultimate 3 Step Objection Handling Strategy and give yourself a powerful strategy to handle buyer resistance and close more deals.

The Ultimate 3 Step Objection Handling System That Closes Deals

Learn a strategy to effortlessly handle objections …even if you have no sales skills.

Click here to download your FREE guide

How To Build Confidence: Don’t Get Too Comfy

BY: Derek Lauber

David BlackwellBEHOLD! The elephant in the room…

Let me get right to the point.

The topic of self-confidence is something most sales professionals, technicians and business owners don’t want to talk about.

It’s the elephant in the room so to speak.

Because when you’re out there representing or presenting your business, you need to show up big and confident. But let’s face it, unfortunately …you are human.

You’re like me and everybody else. Every once in a while you get tripped up by spotty self-confidence.

And guess what….

It’s totally OK.

Confidence is a funny thing; it can come and go as life’s events unfold.

A couple of tough blows stacked on top of each other and our confidence can be shaken. If it’s shaken hard enough, it can be difficult (but not impossible) to get back.

And as you’ve probably experienced, confidence is generally not consistent across all areas of your life or business. You might be super confident in certain aspects of your business that allow you to drive it forward, but that confidence might not translate fully into all areas you need it to or when you need it to. That same strong business confidence might not translate into your social life and vice versa.

But before we dive into how to build your self-confidence… Continue reading “How To Build Confidence: Don’t Get Too Comfy”

Yoda Creates 6 Options He Did

BY: Joe Crisara

The Many Voices of Joe

Watch the video below to see how I, and the many voices of Joe, teach you how to make 6 options on something as simple as a toilet flapper call. (by the way – you can use this same template to create 6 options for a thermocouple, circuit breaker, etc.)

You will see me create 6 options using the Best Ever Flat Rate Guide & Optionmaker App, plus present my top option to a customer. I’ll show you how handle it by doing Pure Motive Service, and so will you once you watch this video.

Joeism Tweet: “There’s no reason to have a solution without a problem.” @JoeCrisara Continue reading “Yoda Creates 6 Options He Did”

Stop Losing Jobs To Price Shoppers (the easy way)

BY: Joe Crisara

Joe Takes Your Advice

Watch the video below to see how Joe takes your advice and loosens up a bit while he teaches you how to overcome one of the top objections in the field from customers… Your prices are high, so I need to shop around.

You will see a full length presentation from beginning to end with the objection not only once, but two times. Joe show you how handle it by doing Pure Motive Service, and so will you once you watch this video. Continue reading “Stop Losing Jobs To Price Shoppers (the easy way)”

ANNOUNCEMENT: New 3-Day Total Immersion Event

BY: Joe Crisara

 New 3-Day Format Dates Announced

All of us here who believe in the “Pure Motive Service” model are excited to announce that this fall a new format will begin that is going to allow for more access to LIVE training at the appropriate level of instruction. These new classes which were requested by popular demand now make it more affordable and take less time as well. “This way your people can attend a Total Immersion 3-day event and begin using the material the very same week,” said Joe Crisara who is not only the class instructor but President of the Total Immersion Service System.

Continue reading “ANNOUNCEMENT: New 3-Day Total Immersion Event”

Service CSI: Who Killed Our Callback Rate?

BY: Joe Crisara

Callbacks Are Costly

Callbacks are costly. Each time we go to a customer homes it can cost as much as $250 or more.  In a recent discussion on Linkedin, John Whitney Jr. said, “Field service techs want the right tools and a minimum of distractions. Managers want constant contact, on-the-fly updates, and solid record-keeping. IT/ tech guys want cool new toys and the latest apps. The company wants to get the job done with one visit. And of course, the customer wants the work done correctly and in a timely fashion. Sometimes, these goals all work together. But sometimes they don’t. What can we do to improve this situation?” Continue reading “Service CSI: Who Killed Our Callback Rate?”

Do You Really Offer Premium Service?

BY: Joe Crisara

It only stands to reason that a company that considers itself a premium quality company would offer it’s customers a premium quality option for any work that it would do. If you agree that this is true, then you would undoubtedly be shocked to find out the staggering number of service companies that think they are a premium quality company but then fail to offer their customers the most premium option when given the opportunity to offer their services.

Most of the resistance to offering the highest premium option stems from the fact that sales people and sometimes owners of companies “mind read” customers and assume they would not make such a purchase due to the higher investment. The reality is that many consumers prefer to purchase quality options while spending more money to avoid the hassle of making a mistake by spending too little and receiving a poor quality product or service. Continue reading “Do You Really Offer Premium Service?”

Warning: You May Finally Learn How to Listen

BY: Derek Lauber

There was time where I would gladly smile at someone, nod my head and pretend to listen them.

I admit, I was one of those people in a business meeting who had The Girl of Ipanema playing in their head smiling while someone else was talking.

I was also the person who would listen to someone just long enough to prepare my own thoughts and next statement about me. Always thinking about myself no matter what the other person was saying.

I was a pretty poor listener.

I am going to step out on a limb here and suggest that many of you are in the same boat. Continue reading “Warning: You May Finally Learn How to Listen”

Brad’s Secret

BY: Joe Crisara