The Fire Time Podcast Tim Reed - The Psychology of the In-Home Sale
“No quotes left behind.”
This week, Tim takes a break from interviews to share a class he taught at the recent Oregon & NW HBPA joint conference about the customer journey from start to finish and building a process that is easy to follow in order to make it easy to buy.
In his class, Tim covers:
- Combating “LAJ (Looking at Jobs) Syndrome” where time is wasted because of misalignment with customer expectations.
- The psychology of the in-home sale framework: Understanding the customer’s problem, Setting the anchor, and Confirming the quote, and offering an incentive to buy.
- Three steps to harness and build momentum intentionally and slowly.
- How the best follow-up is the planned follow-up.
Tune in now to find out why the solution doesn't matter if you don’t understand the customer’s problem.
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