Owned and Operated - A Plumbing, Electrical, and HVAC Business Growth Podcast #167- Stop Pitching, Start Closing—The Secret to More Plumbing Conversions
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Feb 6, 2025 Mastering the art of closing sales is crucial for technicians who often miss opportunities. The conversation dives into emotional connections that enhance customer relationships and boost conversions. Identifying root causes of plumbing issues rather than merely symptoms can lead to greater customer satisfaction. Effective call handling and marketing partnerships are highlighted as keys to business growth. Plus, a recent success in inventory management showcases how controlled purchasing can significantly impact profitability.
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Irrelevant Upselling
- During a secret shopping exercise, a technician presented irrelevant options to a homeowner.
- He offered water heater services without even checking the existing unit in the basement.
Structured Sales Calls
- Follow a structured call process, like Nexstar's greet, explore, and present steps.
- Actively listen to the customer's needs and build relevant options based on their pain points.
Effective Probing Questions
- On a ride-along, John observed a technician effectively handle a furnace smell issue.
- By asking probing questions, the technician identified the root cause (a moldy humidifier) and offered targeted solutions.