The Art of Closing the Sale
- Mind-Set
- Understanding What Customers Want
- Closing the Deal
Tom Wittman
HVAC Business & Sales Coach – Owner Operator
Email: CoachTomW@Gmail.com
Phone: (317) 750-1607
Owner: HVAC Coaching Corner
Public Speaker-Instructor
Private Consultant-Implementation specialist
www.HVACCoachingCorner.com
President: Pro Comfort Advisor
Fast Accurate and Professional
Sales Pricing and Management Solutions
www.ProcomHVAC.com
Quickly, write as many thoughts that come to mind under each category below…
| Salesperson | Shopper | Executive | Wealth |
|---|---|---|---|
| __________________ | __________________ | __________________ | __________________ |
| __________________ | __________________ | __________________ | __________________ |
| __________________ | __________________ | __________________ | __________________ |
| __________________ | __________________ | __________________ | __________________ |
Thoughts
Our _______________ Influence ___________________
Our _______________ Influence ___________________
Our _______________ Influence ___________________
Life is a direct reflection of the way we ________________________.
________________________________________
________________________________________
________________________________________
________________________________________
A Dream with a date becomes a goal.
A Goal broken into steps becomes a plan
A Plan backed by daily action makes Dreams come true…
| Dream | Financial | Relationship | Health |
|---|---|---|---|
| Sales – Income | Family – Friends | Physical – Emotiona | |
| Retirement | Community | Spiritual |
Goal
_________________________________________________
_________________________________________________
_________________________________________________
_________________________________________________
Plan
12-Month Sales Goal: $ ________________________
***Divided By Average Sale ÷_________________________
= Number of WINS! =_________________________
***Divide by Closing % ÷_____________________
***= Number of Presentations =_________________________
1. Divide By NET Selling weeks ÷_____________________
= Presentations per week = _____________________
÷ Divide by 5 days in a week ÷ 5 days in a week
***= Presentations per day =_______________________
| Daily Action | Benchmarks: | Performance: | Notes: |
|---|---|---|---|
| Preso’s /day: | __________________ | __________________ | __________________ |
| Closing %: | __________________ | __________________ | __________________ |
| Average Sale: | __________________ | __________________ | __________________ |
| 2. Daily Volume: | __________________ | __________________ | __________________ |
1- NET Selling weeks = 52 – vacation weeks – Holidays – Slowest weeks in year.
2. Daily Volume = Average sale x Closing % x Presentations per day
12 Common Health and Safety Issues Created by HVAC system design flaws
Do you have anything in common with this list?
_____ Rooms that are difficult to heat or cool
_____ Uneven Temperatures
_____ Rooms that are too hot or cold
_____ Uncomfortable temperature or humidity before the thermostat turns on your system
_____ Excessive dust
_____ Allergy, Hay fever or asthma symptoms
_____ Humid during summer
_____ Dry during the winter
_____ Excessive Heating bills
_____ Excessive Cooling bills
_____ Noise from your system
_____ Dirt streaks or condensation
12 Common Health and Safety Issues Created by HVAC system design flaws
Do you have anything in common with this list?
_____ Which rooms are difficult to heat or cool
_____ Where do you feel uneven Temperatures
_____ Which Rooms are too hot or cold
_____ How uncomfortable is your home before the thermostat turns on your system?
_____ How often do you have to dust?
_____ Who has Allergy, Hay fever or asthma symptoms?
_____ How humid is your home during summer?
_____ How dry is your home during the winter?
_____ What was your highest Heating bill?
_____ What was your highest Cooling bill?
_____ How noisy is your system?
_____ Where do you notice dirt or condensation?
Date :
Name :
Address :
Goals :
Heating Size :
Cooling Size :
| System Features | Best | Better | Good | Base |
|---|---|---|---|---|
| ____________________ | ____________ | ____________ | ____________ | ____________ |
| ____________________ | ____________ | ____________ | ____________ | ____________ |
| ____________________ | ____________ | ____________ | ____________ | ____________ |
| ____________________ | ____________ | ____________ | ____________ | ____________ |
| ____________________ | ____________ | ____________ | ____________ | ____________ |
| ____________________ | ____________ | ____________ | ____________ | ____________ |
| ____________________ | ____________ | ____________ | ____________ | ____________ |
| ____________________ | ____________ | ____________ | ____________ | ____________ |
| ____________________ | ____________ | ____________ | ____________ | ____________ |
| ____________________ | ____________ | ____________ | ____________ | ____________ |
| ____________________ | ____________ | ____________ | ____________ | ____________ |
| ____________________ | ____________ | ____________ | ____________ | ____________ |
| ____________________ | ____________ | ____________ | ____________ | ____________ |
| Price: | ____________ | ____________ | ____________ | ____________ |
| Monthly Pay Solutions | ____________ | ____________ | ____________ | ____________ |
____________________________________________________________
Additional Work
Date :
Name :
Address :
Goals :
Heating Size :
Cooling Size :
| System Features | Best | Better | Good | Base |
|---|---|---|---|---|
| Variable Speed Airflow | ____________ | ____________ | ____________ | ____________ |
| Variable A/C | ____________ | ____________ | ____________ | ____________ |
| Modulating Heat | ____________ | ____________ | ____________ | ____________ |
| Humidity Control | ____________ | ____________ | ____________ | ____________ |
| Air Filtration | ____________ | ____________ | ____________ | ____________ |
| Air Purification | ____________ | ____________ | ____________ | ____________ |
| Low noise levels | ____________ | ____________ | ____________ | ____________ |
| Low operating cost | ____________ | ____________ | ____________ | ____________ |
| Low cost to own | ____________ | ____________ | ____________ | ____________ |
| Communicating stat | ____________ | ____________ | ____________ | ____________ |
| Wi Fi access | ____________ | ____________ | ____________ | ____________ |
| ____________________ | ____________ | ____________ | ____________ | ____________ |
| Price: | ____________ | ____________ | ____________ | ____________ |
| Payment Solutions: | ____________ | ____________ | ____________ | ____________ |
____________________________________________________________
Additional Work
