This podcast episode delves into the critical juncture of the sales process: asking for the sale. We explore the prevalent challenges that sales professionals encounter when attempting to secure a decision from potential clients, particularly the tendency to become ensnared in indecision regarding product selection. Rather than fixating on the specific system being offered, we elucidate the paramount importance of establishing trust and rapport with the homeowner, emphasizing that the purchase decision transcends mere appliance selection. Furthermore, we provide strategic insights into how to maintain momentum in the sales conversation, steering clients toward a resolution without succumbing to paralysis by analysis. Ultimately, this episode aims to equip listeners with the tools necessary to navigate the complexities of the sales landscape effectively, fostering a seamless transition from presentation to closure.

Most system selection processes in the HVAC industry take a long time because of indecisive customers, probably with so many options or the layout of their homes. Therefore, closing deals is difficult, tedious, and time-consuming. Sam Wakefield explains why it takes only four words to keep the ball rolling and the buyers interested: “the next steps are.” He dissects various HVAC purchasing scenarios, detailing which areas consultants usually find quite challenging to navigate and the best strategies to use to avoid being stuck in an eternal loop without making a sale.

An exploration of the essential techniques for successfully closing sales in the HVAC sector takes center stage in this insightful episode. Host Sam Wakefield articulates the psychological barriers that often inhibit sales professionals from confidently asking for the sale. He delineates the critical moment when a salesperson must transition from presenting options to actively soliciting a decision from the customer. This phase is fraught with potential pitfalls, and Wakefield emphasizes the importance of employing effective communication strategies to guide customers toward a resolution. The host provides practical advice on how to navigate this pivotal moment, advocating for the use of specific phrases that can facilitate the closing process. He asserts that the key to overcoming customer reluctance lies in fostering a sense of comfort and assurance, thus allowing customers to feel empowered in their decision-making. By strategically framing the conversation around next steps, sales professionals can alleviate the pressure associated with making a final choice, thereby enhancing the customer’s overall experience. Furthermore, Wakefield challenges the conventional notion that customers are merely purchasing a product. Instead, he posits that they are investing in a relationship with the company and the representative. This paradigm shift highlights the necessity for salespeople to position themselves as trusted advisors, reinforcing the idea that successful sales hinge upon building rapport and trust with clients. This episode ultimately serves as a comprehensive guide for HVAC sales professionals seeking to refine their closing techniques and elevate their sales performance.

Welcome to Close it now, an H Vac sales training podcast with Sam Wakefield.

Here we'll build your reputation in residential H Vac sales to be the expert influencer in your market.

You'll get insight into the top minds in the industry as they share their skills and hacks to help you on your journey.

This podcast isn't just about selling more.

It's about understanding your customers needs and building efficiencies behind the scenes so you can sell more but work less while being top of mind when people think H Vac.

Now let's get started with your host of the Close it now podcast.

This is Sam Wakefield.

Sa.

All right, welcome back to Close It Now.

This is Sam Wakefield.

You know, it's been a while since the last podcast.

I hope all of you out there are doing good.

What did you do with this time?

You know, one of the main things that I've learned about this is we've been given the gift of time.

What are you going to do with it?

I hope you have used it wisely and learned from the process and stayed in a positive attitude.

It's easy to get swept up in the fear and in the concern and the just scarcity of what is going, going on in the world and in our society and when we can stay positive and use it as an advantage, as a tool and make it a way that we can learn from it.

Oh my gosh.

Everything has been fantastic for me this year.

I hope it has been the same for you.

And if it hasn't up until now, make the choice.

Did you know that your belief is literally just a thought that you keep thinking over and over again and you have the ability to change it in a moment.

You can stop thinking that and think something else.

Think positivity and it changes everything for you.

So today's episode we are talking about what happens when we ask for the sale.

There's two basically a fork in the road that happens when we start to ask for the sale.

And there's one place that's too many people get hung up on, they get frustrated with, they get stopped and just let the homeowner basically, you know, let the homeowner just kind of derail the sales journey when they don't need to.

So that's what we're going to talk about today.

At the end when we ask for the sale.

What are we doing?

How is it going to go?

We're going to talk about that flow but before I do I just want to take a quick check in.

Make sure that you are aware that there is a Facebook group that is close it now Facebook group.

It's a group of like minded people who are out there every single day changing the world one heat stroke at a time, one frostbite at a time.

And it's we come together.

There's a place to ask questions.

There's so many fantastic people from all over the world in that Facebook group.

The insight is valuable.

The ability to just connect and network with people.

They're not in competition with you but just share best practices.

So make sure to find the Facebook group and join.

I'll of course when you mention that you're from the podcast, we love when you jump in and give a greeting.

Let us know where you're at, where you're coming from.

Also, did you know that I do high performance coaching?

It's one on one coaching for people who are ready to take their sales to the next level.

I've never had a client who hasn't dramatically changed their numbers and in turn change their life.

So if you are ready to take your sales to the next level, reach out to me.

You send me an email to sam@closeitnow.net that's samoseitnow.net or just go to the website closeitnow.net and check out read the tab about high performance coaching.

See if it's a good fit for you.

Give me a shout.

We can do a discovery call, see if it's a good fit.

If you're ready to make that change, then let's go.

So let's go.

Let's get things.

Let' your future.

Take control of your future and change it to what you want it to look like.

Not just what the company or the government or Coronavirus hands you.

You don't have to take it.

You can take control of your future.

Let's work together to do that.

So on to today's topic.

So when we're going through the sales process, this is the time frame where we've gone through the presentation.

I've got lots of other podcasts on the introduction on the agenda.

How do we present?

What are we doing this time frame right here.

This the snapshot of you've gone through the presentation.

You've presented all of the system options you've presented, the accessories and the system enhancements along with the systems.

Now it's time to ask for the sale.

So what's the best way to do that?

Well, there's lots of ways to do that.

There's lots of verbiage personally and what the way that I coach, it's the easy way to do it, it's the no pressure way to do it.

Basically you go through your system presentations and if they don't just raise their hand and say oh that one looks like the one for us, then just ask them.

Okay, great.

Based, you know, based on what you told me earlier that you wanted to accomplish with for your home, you want to lower your bills, you want to be reliable, etc.

Etc.

Whatever it is they told you, of course in the discovery part of the appointment, this is the system that I would recommend for you and your family.

What are your thoughts?

Which one of these do you think would be a good fit for you?

And let them answer.

Just shut up and let them answer.

So scenario one is the perfect scenario.

They talk it over for a minute.

They point to for example Will, because every brand has a two stage model, they'll point to the two stage model and say, you know what, this seems to fit all the pieces that we want to accomplish.

It's going to be more efficient, it's going to be reliable.

It also fits the kind of budget that we're looking for that maybe the monthly payment is the right one.

That's the one we want to go with with.

So then what, what words do we use?

Right.

That's always first of all the big stumbling block for a lot of salespeople, a lot of consultants, a lot of project managers is what do we say next?

Well, the easiest way to handle that is.

Well, no problem.

Great.

The next steps are, that's the easy transitional phrase.

That's going to take you right into picking a date, right into filling out the financing paperwork, right into all the other documents signing the proposal.

So the next steps are.

Just use those words.

Great.

The next steps are, I've got Tuesday or Thursday, open this next week for installation.

What works best for you?

Give them an either or option.

Don't ask them what day would you like to be on the calendar.

Give them a couple days.

I've got Tuesday or Thursday or whatever days you want to say.

If those days don't work, they will suggest a day that does.

But don't just leave it open ended and give them the ability to just, I don't know what day works for you?

Well, I don't know what works for you.

And then you stuck in this loop of indecision again.

Everything that we do along the steps of the process is built to eliminate putting the homeowner in a place of indecision.

If we ask open ended questions in this part of the phase of the presentation, then it gives them the ability.

Their brain is going to go until it's going to be like it's going to get stuck for a minute because we've already exhausted so much of their mental resource.

This is why at the end it's so hard to get people just to make a decision because we've consumed so much of the mental power up until this point.

It's like a battery and we've got it drained, which is okay.

But we don't want to give them the ability because the confused mind says no.

We don't want to put them into any moment of confusion.

That's why even as simple as, you know, scheduling the project, we don't ask what day next week works best.

We say would Tuesday or Thursday work better?

Let them answer.

Let them say, oh, Tuesday is great.

Or you know what, neither of those days works.

Can we do Friday or Wednesday?

Whatever it is, they'll suggest an alternative.

But they've instantly narrowed it down to a day.

That's the important part.

So that's the first step.

The next steps are let's choose a day for installation, what day you get the day locked in.

Okay, great.

The next steps are I'll just need a signature on these documents.

That way I can take it back to the office.

Okay, great.

Or of course if you use digital Docusign, say great, I just emailed that to you.

Grab your phone and let's get those signed right away.

Perfect.

And then of course, if they're paying cash, hoarder check, great.

The next steps are we just ask for a down payment of 50% or whatever your company asks for.

Or of course the next steps are let's just quickly do this financing application.

That way everything can be wrapped up right now.

It can be extremely efficient with this visit.

So that's scenario one.

That's the perfect lay down customer.

They're excited from the beginning, they're ready to go, they know the system they want.

Now what happens when we get to the part of system presentation?

For example, we've got four options.

We've got the builder grade model, we've got the two stage we've got and then maybe two upper end models, maybe we'll call it two modulating variable speed systems.

So we get the four levels of system presentation, we've gone through them, and maybe they're stuck on trying to decide between the middle two options, which is the most common scenario.

They're like, oh, should we do the two stage?

Should we upgrade a little bit, get the variable speed?

We just don't know.

So they're back and forth with that.

This is where most inexperienced people get stuck.

And now let's step out of the scenario for a second because the bigger concept here is what are we truly selling at the home?

What are we doing there?

What is the purpose?

Too many times we get stuck thinking that the homeowner is buying the between those two systems, that they are buying an appliance, that they are buying this model of air conditioning.

Not the case.

If that were the case, they would just buy it online.

What are we selling?

When they're in the home, what are they truly buying?

We are selling the company, we're selling ourself.

We're selling the scope of work.

We are not selling the appliance that happens to plug into the scope of work.

So with that being said, system choice is just a detail in the process.

It is not the buying decision.

The buying decision is made between companies, between representatives, between your project.

You're a system design specialist.

The decision in the homeowner's mind is based around all of that.

Now what happens?

It's a constant battle, and that's why the system is built the way it is.

If you present properly to complete.

When we walk in, the homeowner thinks they're trying to decide on which model of air conditioner or furnace or heater they want to go with all along.

The unspoken part is that's not at all what they're deciding about.

That's just what everybody, you included, me, myself included, used to get distracted in.

Let's talk about this brand and this model.

That is not the decision.

The decision in the house.

Is this the right company for me?

Is this the right person that I'm dealing with for me?

What they're proposing for me is that the right project to solve our problems has nothing to do with that metal piece of equipment that we're going to solder in, that we're going to plug in and turn on has nothing to do with the appliance at all.

Is this making sense to you?

Raise your hand if this is making sense.

So with that being said, let's step back into our scenario.

We ask, present the options, say they're Stuck between option B and option C. That's when the best thing to do is say, okay, great, you know what, no problem.

Let's set that aside for a minute.

We can figure that out later.

Let's go ahead and just take care of a few of these other details, give you time to think about that and we can circle back.

I've got Tuesday or Thursday open for installation.

What day would work better for you?

So just skip that step and move right into the next.

Don't let the system selection stop the sale because that's truly not what they are buying.

If they've decided they're buying from you, they're buying from you.

Those are just details we can figure out.

So just set it aside.

Say, you know what, let's put a pin in that for a minute.

What day works best for install?

So we're taking the pressure off.

Okay, great.

We figured out the date Wednesday is going to work.

Awesome.

I've got a spot open.

Let me reserve that for you.

Great.

How are you?

We take cash, we take credit card.

We have financing.

What works best for you?

Oh, great, you're going to finance.

Well, let's go ahead and start that financing application.

It'll work for either one.

It doesn't matter.

Great.

Let's get that process rolling.

Awesome.

So tell you what, we're not installing until Wednesday.

That's what, two days from now, three days from now.

Why don't we do this?

Let's go ahead and finish up all the rest of this.

I'll take a small deposit right now or if you're financing, whichever, obviously, whichever way they're going.

And I'll just need a decision on which system you want to go with by, let's see, this is a morning appointment.

If I haven't heard from you, I'll just go ahead and reach out around then and we'll just wrap up the rest of this so I know which equipment to order.

Clients love this approach because it takes the pressure off.

It gives them the time to kind of think about it, to look at that.

But more importantly, that's when we're like, listen, let's go ahead and just get you locked in so you can take this mental.

Take this off of your plate.

You don't have to choose the main things.

This is just details of picking which system is going to work for you.

How about we do that?

And so many times that closes the deal.

They're like, oh, great, no problem.

That's awesome.

I'll talk.

And they're like, okay, I'll talk to my.

We'll talk it over over lunch.

Or if it's late in the day and say, listen by tomorrow at tomorrow noon or tomorrow 3pm I'll just need a decision by then.

I can touch base with you before then.

I can even give you a little information.

Let's circle back and talk about it here in a minute.

Once we get the rest of this figured out.

And a lot of times what you're going to find is once you take care of the other details and then you say, you circle back and say, okay, well, before we separate, before we go on, we've got this scheduled, we've got the financing filled out, or I've got your deposit, whatever works.

Let's just circle back real quick and just compare these models again to make sure that you're clear on the differences.

And most of the time, when you circle back right there in that same conversation, they'll instantly be able to make a decision because we've taken the pressure off and it's simmered in the brain for a minute.

They're like, you know what?

We'll just go ahead and do that one.

We'll just go ahead and do that variable speed model or we'll just go ahead and do that two stage that.

That one's going to work for us.

Because at the end of the day, we as consultants cannot be attached to the dollar amount.

We cannot be attached to the emotion of which choice is made.

We can consult, we can say, here's the benefits of this one versus the benefits of this one.

But at the end of the day, be happy that they're moving forward.

That's the goal.

We are there.

So the client chooses your company and chooses you as the representative, chooses the scope of work as the right solution for their problem.

It doesn't matter which model they choose, because at the end of the day, they would move forward.

And we created, we're creating lifelong clients.

And that is the true, really heart of every top performer in the industry, minus a few, of course.

There's some scumbags out there.

So that is where we're at.

That's what's going on and that's what we're, you know, what we're after.

The ability to still move the cell along, still go through that process, even though they get stuck on deciding which one of those.

So that's the main thing.

Don't get stuck Indecision of which maybe which system or which level of equipment that they're wanting to choose.

Go ahead and say, you know what?

That's no problem.

We can decide.

These are just details.

We'll decide that in a minute.

You're comfortable with me, with us, as the company.

Right?

Right.

You're comfortable with me as your representative.

Right?

Right.

You're comfortable with the scope of work that we talk about.

You can see how that's going to be the solution for the problems you said you had.

Right?

Right.

Okay, great.

Let's go ahead and get on the calendar, then we'll just figure out the rest.

The rest are just details.

And when you phrase it like that, when you frame it like that, it changes the game.

You're no longer going to be stuck with.

Okay, well, great.

Tell you what, I'll touch base with you tomorrow.

We can wrap everything up then.

Because if you leave all the rest of the work undone, if you leave without signatures, if you leave without deposits, if you leave without financing, now, they're going to shop you because they're going to start comparing.

But if you do that, nine times out of 10, they're going to just put the brakes on talking to anybody else.

Now their focus is, okay, well, which system is right for us?

You know, he was saying this.

You know what, let me text it back and see.

Or text her back and see what she thought about this.

And it just starts the conversation.

It's so easy to roll through that way.

And that's where you have happy clients.

And that's the name of the game.

They're not buying the brand.

They're not buying the piece of equipment.

They're buying the company, they're buying you.

They're buying the project.

And that is the most important part.

So did you get some value from this today?

Was this helpful to you?

Make sure that you.

I'd love for you to jump into the Facebook group or.

And yeah, leave a comment.

What was your biggest takeaway from this podcast?

I would love to hear back from you.

And if you have ideas for PODC topics, send them my way.

Either drop them in the Facebook or just shoot me an email.

Sam, close it now.net and I'd love to visit with you and if you have a question, somebody else has a question, let's turn it into education moment for everybody.

So thanks for listening again.

I might I just pour my heart and soul into this.

2020 has been quite a journey for all of us.

I'm glad you're still here.

I'm still here.

I will talk to you again soon.

Thanks for listening to Close it now with Sam Wakefield.

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