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In Home Retail Selling

Please note: Practice and Video are Used in this Workshop

DAY 1

• Introduction to the day
• Principles of In-Home Selling
  • Personality Profiles
  • Understanding Social Styles in Selling Practice
  • The 4 things we are actually Selling
  • Creating a “System” of Selling and Educating
    • 1 Call Versus Two Call Processes
    • Gathering Your Resources to be prepared for a call
    • Pricing and Cook Book Preparation
  • Lead Coordination Function and Scheduling
    • Specific Information Required
    • Call to schedule by Comfort Advisor
    • Education – E-Mail – Pre-call letter sent and PDF education Brochures
• Preparation Before The Call
  • Goal Setting and Lead Sources
  • Your Credibility Manual (used for presentation Phases)
    • Section I – You and the Staff
    • Section II – The Company
    • Section III – The product and Service, Warranties/Guarantees
      • Good Jobs/Bad Jobs/Design/What it should do
    • Section IV – Home Comfort Options – Accessories
    • Section V – The Pricing and Job Adders
    • Section VI – Testimonials
    • Section VII – Third Party Articles and Information Supporting Options
  • Financing Options – Organized and Functional
  • What You Will Need to Conduct a Sales Call
    • Customer Questionnaire
    • Company Forms (layout/design/duct/measuring/packages/prices)
    • Credibility Manual
      • Job Layout Forms – Graph Paper
      • Heat-Gain/Loss Short forms – Or Electronic
      • Duct System Chart – Measurements – Job Engineering
      • Sales Literature – The products and Services You are Marketing
    • Laptop Computer
    • Calculator
    • Flashlight, Digital Camera
    • Air Advice Diagnostic Equipment (Lost Puppy Dog)
    • Wright Soft software, sizing software, design
    • Sample Materials – Aluminum, Heat Exchangers, Panel Cut - Aways
• Pre-Sales Call Steps
  • Pre-call letter gets sent to Homeowner or off website PDF (Financing) describes process.
  • Comfort Advisor receives dispatch, calls customer to confirm directions and time, and drives to appointment.
  • Comfort Advisor Preparation & Accessories Demos
• Customer Greeting
  • Dress and Image, Cleanliness
  • What to do at the home before you enter
  • Introduction to Homeowner – Process and Ettiquette, Eye Contact, Bod Language, Handshake,
  • Developing Rapport – transition statement to comfortable location
  • In the home, purpose, process, payoff and into the sales process

DAY 2

• Comfort Advisor conducts customer assessment
  • Determination of Social Styles
  • Using Customer Survey questionnaire process
    • Needs, wants, Desires
    • Homeowner builds their own benefits choices
    • Invitation to join up with Comfort Advisor when completed
• Comfort Advisor conducts technical assessment.
  • Existing Eq. Profile - Engineering Analysis w/electronic Tape Measure
  • Collect information for load calculation & sketch home layout
  • Application – equipment options for application
  • Homeowner involvement – happily involving the parties
  • Air Duct Documentation
• Return for Customer Debriefing
  • Back to Comfortable location to review the existing equipment/application options
  • Review and debrief on each question off customer assessment
    • Discuss the questions – define the needs, wants, desires
    • Options are formulated by Comfort Advisor based on customer asnwers
• Social Style determines presentation st this time
  • Driver – 1 page – short and sweet on options
  • Analytical – Review credibility manual – emphasis on no risk choices
  • Amiable – Review the Credibility manual – Emphasis on people/relationships
  • Expressive – Review credibility manual – emphasis on guarantees/relationship
• Options form is prepared and presented after presentation
  • Options form allows for a trial close and objections to be elicited
  • Comfort Advisor attempts to close.
  • 1 call close trial.
  • 2 call close if customer is one legger
    • Options form completed with no data for following by competitors
• Overcoming Objections
  • The Big 4
    • Other Bids, Think it over, Talk to Spouse, Too much Money!
  • Training on the objections
  • Identifying the Objections in Customer Questionnaire and being prepared
• Negotiating the close
  • Lost puppy Dog Process
  • Discounting Procedures
  • Removal of Equipment
• Close the transaction
• Paperwork and quality processes explained
  • Financing
  • Quality Process and Installation Explained
  • Money collected at Time of Completion
• After the sale referral and Thank You Gift delivered
  • Referrals and Satisfaction Surveys

DAY 3

• Individual Skills Role Play and Video Playback on each Subject:
  • Customer Greeting and Developing Rapport
  • Customer Assessment Questionnaire – How to Use
  • Debriefing Process on Customer Assessment
  • Presentation of Credibility Manual
    • Short
    • Long
  • Options Identified and Presented
  • Trial Closes
  • Overcoming Objections and Closing the Sale

This boot camp provides every form and tool required for you to execute properly. It also provides a system. Additionally it provides one year of follow-up support after the attendee comes to a workshop as part of attending.

It also comes with a money-back satisfaction guarantee!

What Materials Your Will receive From CD:

1. PDF Brochure on How to Educate a Homeowner
2. Credibility Manual — actual manual to use in the field
3. Credibility Computer file to Customize for Yourself
4. Cook Book Pricing Template
5. Cook Book Presentation Forms
6. Load Calculation Materials
7. Sales Agreements
8. Technical Existing Equipment forms
9. All Customer Guarantee files/Forms
10. Customer Questionnaire — the Customer Assessment Form
11. Training Manual with Scripts
12. Application Learning Manual For Field Selling — Technical Applications
13. Pre Call and After Sales Letters
14. More…

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