As you develop and master your Learn-O-mercial style, you will have no competition. The product you create for customers is a truly customized product. Your system upgrades will give customers more than any self-proclaimed competitor can.
A diagnostics-generated lead flows into a sales process unlike anything else. You’ll notice several new steps to take and old ones to eliminate as you recreate how you sell. Like any change, it can be challenging to create and capture your vision of how to tutor and coach your customers to discover what you have available for them.
First Sales Contact
Whether your first sales contact is on the phone, in an email, or at the front door, having test results and an initial diagnosis in hand, you’re uniquely qualified to change the normal sales conversation.
Understand that the Learn-O-mercial is already underway, and the diagnosis becomes the foundation upon which you rely throughout your visit. At this point, the spirit of your visit is to help customers understand their system defects and discover the solutions.
that change the playing field and lead
customers to buy your designs to solve
their problems.
Don’t worry about selling until your customer completely understands what you offer and what they will get from it. This approach mirrors the elevated sales position of a service tech. Be like the technician whose initial greeting is “Hi, I’m here to help.”
At the Kitchen Table
First contact sets the stage for the diagnostics sales lead. Still, it’s the diagnostics that change the playing field and lead customers to buy your designs to solve their problems.
Remember, the Learn-O-mercial is rolling out. Keep your conversation focused on diagnostics, and don’t fall back into old comfortable habits.
A typical industry sales call begins with a monologue about the virtues of your company and the superiority of the manufacturer you represent. Blah, blah, blah.
With the diagnostics approach, speak only briefly about the values of your company and your relationship with your manufacturer. Let your primary message be conveyed by what YOU do with and for your customer.
People care about the value they receive for their money and that they are making a smart purchase. They show interest in diagnostics when they agree to your visit, so talk about the issues the diagnostics revealed.
Learn more detail here: ncilink.com/Translate.
Now it’s time for a discussion leading to the next level. If the diagnosis is high static pressure, teach the customer about it and ask questions to engage them in the discussion. They want to understand this pressure thing and how it affects them. This is the diagnostics sales lead.
Some good questions to ask include, “Have you replaced your filter with a high-efficiency one recently?” “Did you notice any room airflows seem lower lately?” “Have you had anyone crawl through your attic in the last couple of months?”
Click Below for the Next Page:
Recent Comments