Wisdom Of Wrench Podcast The Table Close: How This Company Is Turning No Into YES!
Sep 8, 2025
Join HVAC legend Paul Kelly, who grew Parker & Sons from $7 million to $250 million, and sales expert Serena Lara as they unveil their groundbreaking "Table Close" method. Discover the secrets behind their sales recovery system, which transforms objections into opportunities. They share empathetic communication strategies, the fine balance of following up without being pushy, and psychological techniques that make large purchases feel manageable. Tune in to learn how to turn a 'no' into a 'yes' with effective sales practices!
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Bring Recovery To The Table
- Sales Recovery 2.0 brings recovery forward to the kitchen table and makes the comfort consultant the hero.
- Parker is closing ~60% of would-be no-sales calls using this system with room to scale to 100% compliance.
Dinner Calls That Close Millions
- Paul recalls learning a high-close dinner-call technique from John Murad decades ago.
- That method inspired Parker's focus on closing as many leads as possible and achieving very high close rates.
Sell The Money, Not The Sticker Price
- Make the purchase affordable by showing net investment as a small daily amount.
- Use financing and estimated utility savings to reduce the perceived monthly cost to ~$3–$4/day.