Take it to the bank: Your next customer has already had a bad experience with a salesperson.
They may feel apprehensive, even suspicious dealing with another one. But your technicians are in the home to focus on problem-solving — and since they’re experts in their field — they may be in a unique position to help your customers feel safe and at ease.
EGIA
Weldon Long, left and Russ Horrocks.
In this week’s episode of Cracking the Code, Contractor University faculty members Russ Horrocks and Weldon Long explain how to get technicians to embrace a service mindset and feel comfortable offering service upgrades to customers.
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.
