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Sales Summit Classic
The Definitive Customer Relations Course for Flat Rate Residential Technicians & Replacement Sales
The Contractor's Friend Sales Summit Tech Course is a series of lessons developed by Matt Smith, featuring Matt's take on the unique PHC and Electrical sale. These techniques were selected and developed for your industry by TCF, along with some stock techniques that are sure to make your Technicians better communicators.
This course offers the flexibility that can come only from a seasoned Sales Coach and Trainer like Matt Smith. Additionally, Technicians are not only taught from the lessons presented in this manual, but the modules are facilitated to encourage them to share techniques from the field. Rookies and old dogs alike will learn a few new tricks. More importantly – every Technician will learn new truths about the selling profession.
Overview
Six Undeniable Rules of Selling
Introduction
Diagnostic
Presentation
Inspection
The Sales Summit
Key to Climbing the Summit
Compass
Tools
Trail Map
Base Camp
Uniform & Grooming
Amplification
Perceptions & Programming
Carpets & Covers
Truck
"Black Bag"
Introduction
Greeting
Pivot Questions
Duress
Empathetic Exhale
Agenda Message
Price and Value
The Value Bucket
Observation
Exchange
Diagnostic
Value of Questions
Flat Rate Flow Chart
Time & Material vs. Flat Rate
Customer Diagnostic
Broad-Based Questions
The Trust Ladder
3-Part Communication
Technical Diagnostic
Replace Versus Repair
Table setting
Picture Prompt
Preparation
Presentation
Flat Rate Manual and Tablets
Flat Rate Visuals
Diagnostic To-Do List
The 3 Ridiculously Simple Strategies
Service Agreements
"Evidence Manual"
Breakdown
FAB
Close
Red Flag List
Dreaded Objections
Price
Spouse
Other Technician
Flow Chart
Collecting Signatures
Perform Expert Work
Misdiagnosis
Inspection
Work Review
Customer Relations
Extras
Warranty Packets
Valve Tags
Stickers
Staples
Five Star Reviews
In Conclusion
Know Your Mantra
