Invite the Client and Document Findings

Are you getting beaten on price? Sales legend Allen Smith reveals the one HVAC sales tactic that makes price objections disappear by "exploring like Columbus". This method will change how you view every sales call.

In episode 41 of The Wisdom of Wrench, host Kevin Comerford and Allen Smith show you why 80% of the sale is won during the exploration phase. Learn how a thorough home evaluation, from the crawl space to the attic, builds unbreakable trust and separates you from every other comfort advisor. Allen shares wild stories from the field that prove why finding the customer’s true pain point, "finding the Gold", is the key to closing more deals without offering a discount.

Watch Part 1 if you missed it: https://youtu.be/mV_ymvTNoxc

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Chapters:

0:00 - How To Melt Sales Objections

0:54 - Welcome to The Wisdom of Wrench Podcast

1:01 - The 3 Sales Techniques That Will Increase Your Closures by 10%

1:20 - Introducing Sales Legend Allen Smith

3:24 - What Does it Mean to "Explore Like Columbus" in Sales?

4:46 - The 5 Essential Steps of a Successful Sales Process

5:51 - What Are the 3 Questions Every Customer Is Really Asking?

7:05 - The 3 Topics You MUST Avoid in a Sales Presentation

8:16 - Why Every Sales Team Needs a Playbook to "Run the Play"

10:03 - Is 80% of the Sale Really Made During the Exploration Phase?

10:43 - Story Time: How a Snake in a Toilet Led to a $10,000+ Sale

13:16 - The #1 Mistake Salespeople Make (Not Exploring the Crawl Space)

15:06 - The Discovery That Changed the Entire Sale

16:44 - How to Find "Gold" by Inspecting HVAC Registers

18:30 - Story Time: What I Found in an Elderly Woman's Air Return

22:47 - Does Finding the Customer's True Pain Make Price Objections Disappear?

24:48 - What to Do If You're Only Competing on Price

25:41 - The Real Reason You Need to Leave Your Phone in the Truck

27:04 - A Simple Trick to Inspect Duct Board (And What You'll Find)

31:54 - How Do You Get a Salesperson to Actually Do This Level of Work?

36:13 - How to Explore a Home Without Losing the Customer's Trust

38:38 - The Complete Toolkit for Exploring a Home Like a Pro

40:41 - Why a Tape Measure is a More Powerful Sales Tool Than Google

47:18 - What Tools Should Every HVAC Salesperson Carry on a Call?

52:19 - Is This the Right Person, Company, and Time? How to Satisfy All Three

54:01 - A Complete Recap of How to "Find the Gold" on Every Sales Call

57:14 - What Do You Do When a Customer Doesn't Care About the Problem You Found?

58:38 - How Does a Salesperson Learn to Find These Hidden Problems?

1:00:12 - Why Being a "Lifelong Student" is the Key to Sales Mastery