Top 3 Sales Techniques To Increase Your Close Ratio By 10 Percentage Points (Part 1 of 3: Act Like A Boss)

Oct 27, 2025

In this insightful discussion, Allen Smith, a seasoned sales leader with over 25 years in HVAC, shares his expertise on boosting sales effectiveness. He emphasizes the importance of acting like a boss by staying present during calls and prioritizing customer trust over chasing money. Allen reveals the power of simple tools, like a notepad, and suggests eliminating distractions—like phones—during sales interactions. He also highlights how dressing professionally and mastering technical knowledge can significantly enhance sales performance.

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INSIGHT

What Customers Are Actually Trying To Satisfy

Customers seek to confirm three things: the right person, the right company, and the right time.
People buy from those they like and trust, so first impressions and trust-building matter more than features.

ADVICE

Wipe The Slate Clean Between Calls

Focus on the customer in front of you and leave previous calls behind.
Reflect on wins and losses quickly, then wipe the slate clean before the next call.

ADVICE

Prepare For Calls, Don’t Chase Dollars

Don't chase money; chase the customer's problem and educate them instead.
Prepare mentally and physically: breathe, tidy appearance, research the home, then have fun on the call.

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