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unhappy homeowners salesperson

EGIA’s Cracking the Code Weekly Show: Dealing with Suspicious Homeowners

Jan. 25, 2019
Here's how to eliminate the wariness homeowners might feel about having an HVAC salesperson visit their home.

Homeowners can often feel suspicious when they welcome a salesperson into their home — after all, they're aware that a stranger may be about to ask them to spend a lot of money that wasn't in the budget planning. So how can you alleviate that wariness? 

This week, New York Times bestselling author Weldon Long tackles that very question, explaining how simply running your full sales presentation can help put the customer at ease and build the trust you need to continue the relationship. Plus, Weldon talks the importance of (and strategies for) proper pricing, and he welcomes Drew Cameron to explain adapting your sales process to millennials and other demographics.

All that and more, in this week's episode of EGIA’s Cracking the Code! Watch now at EGIA.org/CBS-Show before it enters the members-only archive on February 1.

About the Author

Weldon Long | New York Times Best Selling Author & Creator of the HVAC Sales Academy

Weldon Long is a successful entrepreneur, sales expert, EGIA Contractor University faculty member, and author of the New York Times bestseller, The Power of Consistency:Prosperity Mindset Training for Sales and Business Professionals (Wiley). In 2009, his HVAC company was selected by Inc. Magazine as one of America’s fastest growing privately held companies.