Spend A Day With The $7M Dollar Salesman
Imagine your best sales or service people having the opportunity to spend an entire day learning the strategies, mindset and techniques with $7 million dollar residential HVAC-Plumbing & Electrical Replacement Service Advisor, Rick Picard and me, Joe Crisara.
Think about it. What would a “day in the life” of the highest performing HVAC service advisor be like? It’d be like spending a day with Michael Jordan talking basketball, or talking about pitching with Nolan Ryan, or sitting down with Wayne Gretsky exploring hockey. In this case you and your service or sales people could spend the entire day with Rick and I.
What if they (and you) had 1 day where every sales or service question is answered, every strategy is revealed and every problem your people face have a solution given to them? More importantly they’d be forging a one-on-one relationship with the “Babe Ruth” of service contracting sales results. What would building a relationship with the top performer be worth to you and your team?
Well wonder no more, that day is here! Rick Picard and Joe Crisara will host our ContractorSelling.com Super Meeting at Contractor Leadership Live in Cleveland, Ohio on Tuesday September 12th for a day you don’t want to miss. A day that will live in history as perhaps the greatest game changer for you and your company.
Here’s how this day will unfold…
That Moment You Realize This Is A Tough Call
Carol looked at me and said, “Just so you know, we’re getting 3 estimates before we make a decision.” Not to be outdone by his wife, Bob yelled, “Four estimates,” as he turned and walked into the other room. I thought to myself, I haven’t even taken off my shoes yet and this is what I get. I hate these multiple estimate tough calls. Just then Joe walked in the door and introduced himself. “Hi, I’m Joe Crisara, the quality control manager. How are you today, Carol?”
Carol gave Joe that same determined look and said, “I just want you to know that we have 3 estimates lined up this week and we won’t be making any decisions until we hear them all.”
“First, let me say thanks for calling us and for the opportunity to help you and your family with this issue. It’s a pleasure and an honor to be here today and it really means a lot to us that you chose our company to assist you. Carol, can I ask you a question?” “Of course,” Carol said.
“Carol, I really appreciate your honesty about getting 3 prices before making a decision. We don’t go out for dinner these days without seeing the different options available to us and the prices alongside them thanks to social media and sites like Yelp. They’ve changed the restaurant industry.”
Joe wasn’t phased a bit by Carol’s comment and immediately followed with, “We like to think that we are changing the way service contractors do business with homeowners like yourself as well. You said you are only going to get 3 estimates. Our company gives 6 estimates on every call, kind of like that insurance company where you name your own price. This way you have all the possibilities right in front of you at the same time. So why are you limiting yourself to only 3 estimates?”
Carol was a bit stunned and didn’t know what to say but was able to stumble out the words, “We are actually getting 4 estimates.” Joe just rolled with the punches, but I could tell he was wareing her out. “I understand Carol. I’m not trying to make you feel bad. It’s just that if I were to show you my 6 estimates instead of only 4, and you liked one of those options, what would happen next?” Continue reading “Selling On Tough Calls: Multiple Estimates”