How to Turn 'No' Into 'Yes': Expert Sales Tactics for Home Service Pros

5 snips

Apr 7, 2025

Steve Coletta and Brandon Zahari, top performers at Donovan Air, share their secrets to turning customer 'No's into enthusiastic 'Yes's. They discuss the vital role of deep listening, trust-building, and tailored solutions in overcoming objections. The duo emphasizes the importance of resilience, support systems, and maintaining authenticity during sales. They also highlight how practical experience and mentorship shaped their success. Listeners will walk away with actionable strategies to enhance their sales approach while balancing personal and professional life.

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ADVICE

Get the "No"

Get the "no" out to uncover real objections and understand customer needs.
Yeses are often surface-level and don't reveal underlying concerns.

ANECDOTE

Sales Tactic with Son

Steve Coletta used a sales technique with his son to illustrate uncovering objections.
By asking what his son didn't like about the initial plan, he understood the concerns and reached an agreement.

ADVICE

Proposal Ready

Be an advisor, not an order taker; don't rush the estimate process.
Ask qualifying questions about financing and project timelines to gauge proposal readiness.

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Struggling to turn hesitant customers into enthusiastic clients? Ready to understand why hearing "No" sets up the "Yes"? In this insightful episode of Wisdom of Wrench, host Kevin Comerford dives into the ultimate sales conversation with industry experts from Donovan Air, Electric and Plumbing, Brandon Zahari and Steve Coletta! If you're in HVAC, plumbing, electrical, or any home services industry, this episode is the key to reshaping how you sell and connect with your clients.

Join us for Episode 10 as we uncover the proven strategies that top sales professionals use every day. Kevin leads Brandon Zaharie and Steve Coletta in a deep conversation on how to transform objections into powerful customer agreements. These are not abstract ideas; they're practical, real-world solutions you can start using immediately.

Discover the core reasons why customers say "no" and how to address their concerns while building trust and confidence in your services. Brandon and Steve break down strategies for deep listening, overcoming resistance, and focusing on solutions that align with your customers’ values. This episode provides actionable steps tailored specifically for home service professionals balancing the demands of their careers and families.

They also explore how to stay authentic throughout the sales process while improving results without sacrificing your work-life balance. The advice in this episode is grounded in honesty and service, helping you maintain your professional edge while delivering outstanding value to your customers. Whether you're closing large-scale projects or small service calls, these approaches fit every scenario.

For anyone looking to grow their sales numbers and build stronger customer relationships, this episode is packed with techniques you don’t want to miss. Learn how to shift the focus of your conversations, break through objections, personalize your approach, and ultimately close deals with confidence.

Don’t let another opportunity slip through your fingers. Push play and take the first step toward becoming the trusted professional your clients turn to again and again.

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