The Home Service Expert Podcast
Skyrocketing Sales Through Effective Negotiation and Role-Playing Techniques
Aug 25, 2023
Brian Burton, VP of Sales at One Hour Heating and Air Conditioning, shares his expertise in sales strategies and training. The conversation dives into the power of role-playing to boost confidence and reduce anxiety in sales. Burton discusses the transformative journeys in the home services industry, advocating for a mindset shift to enhance personal and team success. He highlights the importance of accountability, empathy in sales interactions, and fostering a supportive culture within organizations to achieve better outcomes.
01:15:14
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Quick takeaways
- Effective role-playing is essential for building confidence in sales skills, ensuring technicians can engage clients meaningfully and authentically.
- Discounting services can undermine perceived value and profitability, making it crucial to foster a culture based on quality and value instead.
Deep dives
The Importance of Role-Playing in Sales Training
Effective role-playing is crucial for honing sales skills, especially in the home service industry. It is essential to practice dialogues that resonate with real-life scenarios rather than generic phrases that fall flat. Successful role-playing aims to build confidence and reduce anxiety, preparing technicians to engage with clients effectively. Ultimately, mastering role-playing in front of peers sets the stage for seamless interactions with actual customers.
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