Build a Case Like a Lawyer

What if you could make a $36,000 HVAC quote feel completely irresistible to your customer? Learn the secret sales techniques that attract clients like a magnet so you never have to deal with price objections again.

In episode 42 of The Wisdom of Wrench Podcast, host Kevin Comerford is joined by HVAC legend Allen Smith to reveal how to connect with customers on a deeper level. Allen breaks down how to build a case, tell a compelling story with pictures, and establish trust so the customer is ready to buy before they even see the price. If you rely only on a verbal sales presentation, you are losing sales.

Discover how to master feature benefit selling and identify customer pain points to increase your closing ratio. This episode shares the exact steps to present a solution that goes far beyond just the equipment. It is a complete guide to proving your value and becoming the only choice for the job. Watch now to change the way you sell forever.

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Chapters:

0:00 - The #1 Mistake Salespeople Make When Trying to Close 

0:27 - How to Increase Your Closing Ratio by 10% (Part 3 Series Intro) 

1:28 - Sales Technique #3: How to Connect With Clients Like a Magnet 

2:19 - Meet a Living Legend in Home Service Sales 

3:54 - What Are The 3 Things Every Customer Needs to Hear? 

5:08 - Why Customers MUST Like and Trust You to Buy 

5:40 - How to Explore a Home Like Christopher Columbus 

6:51 - How to Prove Your Company is the Right Choice 

8:03 - Is Your Company Story Helping or Hurting Your Sales? 

9:55 - How to Master Feature vs. Benefit Selling 

10:44 - The "So What, Who Cares?" Test for Your Company Story 

12:21 - Why You MUST Use Pictures in Your Sales Presentation 

13:30 - How to Explain the Value of Your Company's Training 

15:04 - How to Relive the Customer's Pain Points to Close the Deal 

16:24 - Why You Must Show "The After" Before You Show "The Before" 

17:32 - How to Build a Winning Case Like a Lawyer 

19:19 - Why Most 10-Year-Old HVAC Systems Really Fail 

19:53 - A Salesperson's Most Powerful Tool (It's Not Their Mouth) 

21:55 - People Remember 90% of What? The Answer May Shock You 

23:33 - How to Present the Final Solution & Price 

24:41 - Why You MUST Be Able to Draw for Your Customers 

25:54 - Do This Right and You Won't Get Price Objections 

26:26 - What the Customer is Really Feeling When the Price Goes Up 

28:33 - The Surprising Truth: The Client is Buying YOU 

29:37 - What to Do If You Don't Trust Your Install Team 

31:13 - How to Make a $36,000 System Seem Affordable 

33:33 - Full Recap: How to Connect Like a Magnet 

36:07 - Are You the Right Person, Company, & is it the Right Time? 

37:31 - A Challenge to Every Salesperson Watching