“Tell Me More About That”: Stop Forcing Sales and Start Asking Questions

Lamont Page, a service technician at Worley's Home Services in Yorktown, VA, is no stranger to long days with nonstop work calls. But soon after starting at Worley’s, his bosses told him to do something extraordinary — stop working so hard.

That’s when they shipped him off to Arizona to work with Derrek Hofrichter, Business Coach and Trainer at Service Business Evolution (SBE). SBE works with technicians to up their sales game by building real relationships with their customers. And it starts with listening and asking questions.

Tune in to hear Lamont’s story and coaching insights from Derrek as we unpack a human-to-human approach to the technician sales process.   

Join us as we discuss:

- (10:10) How focusing on relationships builds customer equity  

- (23:45) Why techs need to ask good questions to gain trust

- (33:37) What sets the sales experts apart from the amateurs

Check out these resources we mentioned during the podcast:

- Never Split the Difference: Negotiating As If Your Life Depended On It by Chris Voss and Tahl Raz 

- The HVAC Apprentice podcast

Know a business that could use a bit of muscle from ServiceTitan? Refer them here!

You can find this interview and many more by subscribing to Toolbox of the Trades on Apple Podcasts, on Spotify, or here.

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