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.
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Effective Role-Playing
- Role-play sales scenarios regularly.
- Ensure the role-playing involves effective, realistic sales techniques, not just simple questions like "Do you want it?"
Role-Playing and Anxiety
- Effective role-playing replicates the anxiety of real-world sales interactions.
- Mastering sales techniques in front of peers makes client interactions significantly easier.
Booking Tim Kennedy
- Brian Burton got Tim Kennedy on his podcast using unconventional methods.
- He emailed Kennedy pretending to be in "grave danger" to bypass gatekeepers.
