The answer to the customers problem is simple.
It’s YOUR company, and no one else.
Repair, replace, or wait. All three should have your name on them.
Most calls don't end in a changeout. That's not a problem with the call — it's the job. The problem is what happens to the ones that don't.
A tech goes out. The customer says not today. The name goes in the CRM and that's the last anyone thinks about it. Somebody else gets that replacement in two years.
Your rep only needs one answer, and it isn't yes. It's use us. Repair it now, replace it now, or repair it now and replace it later — all three are wins if the customer stays yours. Once a rep stops needing a particular answer, he stops pushing for one. The pressure disappears on its own. Not because he's being polite. Because he doesn't need it anymore.
That's also why most sales training doesn't stick. It asks a technician to become someone he isn't. This starts where he already is — diagnosing, asking, getting curious. No costume.
Your Comfort Advisors feel it too.
The turnovers are warmer, the customer is more open, and the conversations are much easier to have. It becomes about “which system” rather than “whats cheapest?”
Your company is the answer to every question the customer is asking.
I worked with David in the field for years, first as his apprentice, then as a service tech along side him. I spent every one of those years saying I’d never go into sales.
I called him to tell him about my first month selling $250K after his training. I take back what I said now that I’m still averaging that.
-John
Former Apprentice & First Student
Method In Action
I called David in for 12 months to help us grow and change the way we operate— training my techs until they were running calls and closing them on their own. We did 572K the year before…at the end of the 12 months with him we hit $2,340,000 just on the residential replacements.
Climate Express
The Business Half
A good call can’t fix it all.
The call gets answered wrong. The wrong tech gets sent. The quote nobody followed up on.
Training the rep only works if everything feeding that rep works too. That's the other half of what I do, and it's why this doesn't wear off.
I start at the first ring of the phone, and build the foundation that creates ownership of the entire process all the way up until we get the Google review.