Brian Burton
Appearances
The Home Service Expert Podcast
Role-Playing Sales Objections: Pro Sales Tactics That Work
And you'll receive a link to download the notes from today's episode. Also, if you haven't got your copy of my newest book, Elevate, please go check it out. I'll share with you how I attracted and developed a winning team that helped me build a $200 million company in 22 states. Just go to elevateandwin.com forward slash podcast to get your copy. Now let's go back into the interview.
The Home Service Expert Podcast
Role-Playing Sales Objections: Pro Sales Tactics That Work
You're not role-playing the script. All right, well, let's see you. I'll do the same thing. Let's go back to Brian. Let's put him on the spot here. So, Brian. Nobody does it to me. Brian, I got to ask you, you know, you seem like a nice guy. I am a nice guy. Thank you. And the reason I called your company, I see you guys on my street. You're rapid. I looked up your reviews. How were they?
The Home Service Expert Podcast
Role-Playing Sales Objections: Pro Sales Tactics That Work
You know, they're pretty stellar. Yeah. Overall, I got to say, but there's a lot of companies that do this. And I want it done right, but I want to understand. I looked up some of the parts online, and I just want to understand what I'm paying for. And so if you could break that down, it would really be... a lot easier for me to make a decision. It makes sense.
The Home Service Expert Podcast
Role-Playing Sales Objections: Pro Sales Tactics That Work
Yeah. I like to know what I'm paying for because it seems like from the prices I've seen, this seems a little outlandish. Yeah. That makes perfect sense. Everything right now is just outlandish, isn't it? It really is. Yeah. Not me personally, but my girlfriend Bree went to McDonald's because she just loves McDonald's. No, I'm kidding. But, you know, waiting for the door open like what?
The Home Service Expert Podcast
Role-Playing Sales Objections: Pro Sales Tactics That Work
Can I go ahead and get you taken care of, Tommy? Absolutely. Yeah, no, that's really, really, really, really good. I don't think we get very many people wanting to break down. And I know you said these aren't the most common ones. But I think they're thinking it.
The Home Service Expert Podcast
Role-Playing Sales Objections: Pro Sales Tactics That Work
All right, guys, welcome back to the Home Service Expert. Today's gonna be an amazing day because I'm pretty psyched. You know, I talk a lot about marketing. I talk a lot about business ownership, structure, growth, but you don't get growth without sales. And the Mr. Infamous Brian Burton is joining us today. You guys know his podcast, Waste No Day.
The Home Service Expert Podcast
Role-Playing Sales Objections: Pro Sales Tactics That Work
One of the things we really try to do, and I think it's different than any other industry, is if your garage door is broken or you need a keypad or you just decide you need to tune up, we're going to start the work you called us out for. We're not doing an inspection up front. Just like a mechanic does not start an inspection on the car, he starts the oil change. And then they bring stuff up.
The Home Service Expert Podcast
Role-Playing Sales Objections: Pro Sales Tactics That Work
And usually they come to you and they say, hey, listen, I found this serpentine belt. And here's a good one. Here's a bad one. When this breaks, it's going to bend all your, you know, it's going to screw up your engine. The bird in the hand. Yeah. So we get the bird in the hand. And then we do the second knock and the third knock. And I think it's very, very effective.
The Home Service Expert Podcast
Role-Playing Sales Objections: Pro Sales Tactics That Work
And then at this point, we're like, well, these parts are going to outlast these non-insulated panels. Yeah. Now that I got the door functioning, I'm looking at everything on the door. Have you ever thought about a new door?
The Home Service Expert Podcast
Role-Playing Sales Objections: Pro Sales Tactics That Work
I'm just wondering because it will actually be 30 degrees cooler in here in the summer. It'll save on your energy bill. Remodel Magazine came out just in the last two weeks and said 183% return on investment. So you make money- For a new garage door. Yeah, and what I could do today, Brian, is I could apply some of this, what we did today, towards that new door.
The Home Service Expert Podcast
Role-Playing Sales Objections: Pro Sales Tactics That Work
Or I could just bulletproof your door now and make it safe. And I just want to see which one makes more sense for you.
The Home Service Expert Podcast
Role-Playing Sales Objections: Pro Sales Tactics That Work
Yeah, and a lot warmer in the winter, depending, I mean, if you're in PA, right? Yeah, but here in Arizona, buddy.
The Home Service Expert Podcast
Role-Playing Sales Objections: Pro Sales Tactics That Work
We'll get back to that, honey. I bought a thermal camera. Just so I could show people real pictures. I think evidence is so important to show people. This is what a insulated high R value door looks like of the thermal breakdown. And you can see a little bit coming out of the sides. When you look at yours, you could touch it on the inside and outside. It's 140 degrees.
The Home Service Expert Podcast
Role-Playing Sales Objections: Pro Sales Tactics That Work
I think that that's important. And that has a lot to do with install quality. And I think that's, no, but that's a really good point. So we got, so if it's parts and labor, I would have bought. I would have definitely, and it's not because of what you said necessarily. It's because of the eye contact, the confidence level. You didn't say, um, you know, like, you know, as I just said, you know.
The Home Service Expert Podcast
Role-Playing Sales Objections: Pro Sales Tactics That Work
Really what happens is you said it like a doctor would say it. You were prescribing me and you said it so confidently And you've definitely trained to do that over and over. Right, where does that come from? It comes from training. Repetition, yeah.
The Home Service Expert Podcast
Role-Playing Sales Objections: Pro Sales Tactics That Work
Today we're doing stuff a little bit differently. We got the number one salesman of all time in Mr. Sparky. He's been there for about two years. His name's Logan Altland and been there two years, been number one for two years. So Brian, why don't you go ahead and take us off and introduce him and just talk a little bit about your experience and how you guys met.
The Home Service Expert Podcast
Role-Playing Sales Objections: Pro Sales Tactics That Work
So that's what I was talking about at the beginning. Yeah. When you avoid the, you know, don't wait for them to come up. Your presentation should be, should be shutting them down. Shut those doors. Yeah.
The Home Service Expert Podcast
Role-Playing Sales Objections: Pro Sales Tactics That Work
Oh, yeah.
The Home Service Expert Podcast
Role-Playing Sales Objections: Pro Sales Tactics That Work
oftentimes you're going to get hit with that right at the front door okay so let me ask you so i interviewed aaron gainer's top couple guys and adam is just one of the best sales people i've ever met very genuine and from the get-go what he does is he says okay brian mr burton it's a pleasure to meet you i just want to tell you kind of how this whole thing's going to go and lay it out for you i'm going to go ahead and do my inspection different than anyone does
The Home Service Expert Podcast
Role-Playing Sales Objections: Pro Sales Tactics That Work
and like to come down and sit somewhere that's comfortable for you to go over some of the options his goal is to get into the house at the kitchen table in the living room i think a lot of people fail in lancaster it's probably 20 degrees in the winter and it's very hot in the summer it's not very comfortable to be out in your breaker box to discuss stuff if it's outside
The Home Service Expert Podcast
Role-Playing Sales Objections: Pro Sales Tactics That Work
not very comfortable in the garage to have a discussion when you're freezing. You're not really thinking clearly. You're not really presenting options in the right way. What's the best way to take the approach to get the client in a comfortable spot that's different than anybody else's doing?
The Home Service Expert Podcast
Role-Playing Sales Objections: Pro Sales Tactics That Work
And that's interesting too. The top guy I've ever met used to write stuff down on a pen and a piece of paper. I think Dale still does that. I think a lot of the guys in the industry, they kind of write down some of the pros and cons. They take notes. They talk about what's important to you. And then they say something along the lines of, so let me get this straight.
The Home Service Expert Podcast
Role-Playing Sales Objections: Pro Sales Tactics That Work
You guys have lived here for seven years and you're planning on raising the kids here. You know, they kind of just repeat everything they just said. Do you advise getting out an old-fashioned pen and piece of paper?
The Home Service Expert Podcast
Role-Playing Sales Objections: Pro Sales Tactics That Work
So Logan, talk to me a little bit about that. So when you sit down, what are some of the stuff you're writing and how is it presented back? Depending on what it is, let's just say it could be any, any part, but just general sales in general, what, what kind of notes are you taking? How does that play out?
The Home Service Expert Podcast
Role-Playing Sales Objections: Pro Sales Tactics That Work
Oh my gosh. Are those diaries? Dear diary. Wow.
The Home Service Expert Podcast
Role-Playing Sales Objections: Pro Sales Tactics That Work
GoPro real quick. Yeah, yeah, yeah. Okay. That's what I wanted to dive into. Talk to me about the GoPro. What kind of software are you guys running to make it simple?
The Home Service Expert Podcast
Role-Playing Sales Objections: Pro Sales Tactics That Work
GoPro is my selling system. Oh, I was like, but I've seen guys that use a GoPro.
The Home Service Expert Podcast
Role-Playing Sales Objections: Pro Sales Tactics That Work
And they actually take the customer and they start circling stuff. They set up a 10 minute presentation. Wow.
The Home Service Expert Podcast
Role-Playing Sales Objections: Pro Sales Tactics That Work
I've seen it doing for gutters, and the guy was the top guy in the world at selling gutters.
The Home Service Expert Podcast
Role-Playing Sales Objections: Pro Sales Tactics That Work
I'm not sure exactly. He had one on his head. Okay. And he'd show the gutters how they were installed, and he'd circle everything through the picture.
The Home Service Expert Podcast
Role-Playing Sales Objections: Pro Sales Tactics That Work
permission to do what you're there to do ask if you're parked okay that kind of thing we actually find out if all decision makers are present in that's what i was going to ask too so what happens if obviously i'm married my wife is uh not here and she you know when it's something that is above a certain amount we like to get to we like to make those decisions
The Home Service Expert Podcast
Role-Playing Sales Objections: Pro Sales Tactics That Work
That is brilliant because I think one of the main things that we don't do is we're really skipping that step a lot of the time.
The Home Service Expert Podcast
Role-Playing Sales Objections: Pro Sales Tactics That Work
Getting it in the beginning and making sure we're getting that person on the phone.
The Home Service Expert Podcast
Role-Playing Sales Objections: Pro Sales Tactics That Work
And that's just a little bit more of a no fear tenacity.
The Home Service Expert Podcast
Role-Playing Sales Objections: Pro Sales Tactics That Work
Is there a threshold that you say like over $3,000 that you need that other person? Like if it's just...
The Home Service Expert Podcast
Role-Playing Sales Objections: Pro Sales Tactics That Work
Okay. Got it. My wife. Yep. Your wife would. Okay, cool. And then we just move on. Or if they, if they say something along the lines of, you know what? I can pretty much tell you if I want to get this or not. Cause quite frankly, I would make that a decision without calling Brie or anybody else.
The Home Service Expert Podcast
Role-Playing Sales Objections: Pro Sales Tactics That Work
Well, what I hear sometimes is I brought my Cadillac into the dealership and I walked away spending five grand and my husband will have a shit fit. If like, they're more worried, especially the wife, but she's usually, she's the one at home during And I know it's a new society and different things are happening, new times, but she doesn't want to make that decision.
The Home Service Expert Podcast
Role-Playing Sales Objections: Pro Sales Tactics That Work
And so what I do is I call the husband up and I say, listen, I want to let you know, you got a really nice garage door, a beautiful home. Your wife has been absolutely phenomenal. She even offered me Iced Tea, and I really appreciate that. It's hot out today. Just want to let you know, panels are in great condition. Your rails look great. So I always start out with a few compliments.
The Home Service Expert Podcast
Role-Playing Sales Objections: Pro Sales Tactics That Work
Then I'll say, here's some stuff that really scares me. Really not good condition. It's not safe. And here's what I'd like to do, Mr. Burton. I'll leave these old parts here so you can inspect them when you get home. And if you don't think they're completely wore out, the cycle life is gone on these. Then I'll come back on my own time and reinstall the old parts.
The Home Service Expert Podcast
Role-Playing Sales Objections: Pro Sales Tactics That Work
And there's a box she just pointed out, all the old parts there. because they're shot. And that just creates so much credibility. And I've done this over a hundred times. Never once has a client or, you know, Mr. Burton called me back and say, I want these old parts installed. That just creates so much trust.
The Home Service Expert Podcast
Role-Playing Sales Objections: Pro Sales Tactics That Work
I always offered it up and I'm like, I'm just going to leave them here in the corner. And I've never had anybody really, I just always left them there when I had the person on the phone. I've never really had anybody just go ahead and do that because like the bottom rubber is not really going to affect the performance of the door. If you're like me, I've got dogs.
The Home Service Expert Podcast
Role-Playing Sales Objections: Pro Sales Tactics That Work
You know, I don't want tarantulas. I don't want the spiders. We've had mice get through there. We've had actually the rats chew up the bottom rubber. We've seen a lot. And the scariest thing is those small scorpions. Tommy lives in the hood. The small scorpions. So, you know, when you bring up those things, it's like, yeah, let's get those replaced. Let's just replace it.
The Home Service Expert Podcast
Role-Playing Sales Objections: Pro Sales Tactics That Work
And I like it in bite sizes. I don't like to bring up this big quote. I like to say, listen, now that I got your door working, there's a couple of things like a surge protector that'll protect this unit. It's not warrantied against a surge. And another thing I want to let you know is where the nasty bugs come in and the tarantulas and the scorpions. That's your bottom rubber.
The Home Service Expert Podcast
Role-Playing Sales Objections: Pro Sales Tactics That Work
It's not going to affect the performance of the door. It's something I'd highly recommend. And usually, and I never say the word recommend, but it's something I would do. If this were my home, that's what I'd be doing. And if I'm making, if I've already built rapport and I'm talking to them, they're usually like, is this going to be it? I thought you said everything was good last time.
The Home Service Expert Podcast
Role-Playing Sales Objections: Pro Sales Tactics That Work
Well, I didn't get the door up. Now that I see the strip is just completely hardened. It's not doing its job. And people, I've had so many technicians ride along with me. They're like, there's no way this lady's already pissed. She spent this much money. She's not going to say yes. I'm like, yeah, she will. I want, she's not going to be happy about it. but it's just another 200 bucks.
The Home Service Expert Podcast
Role-Playing Sales Objections: Pro Sales Tactics That Work
So let's keep going. I love this. This is one of my favorite things. And I want everyone that's listening to just take these, as many of these tools with them and train on them. So keep learning.
The Home Service Expert Podcast
Role-Playing Sales Objections: Pro Sales Tactics That Work
There's a lot of it for me.
The Home Service Expert Podcast
Role-Playing Sales Objections: Pro Sales Tactics That Work
Yeah, no, it's good stuff.
The Home Service Expert Podcast
Role-Playing Sales Objections: Pro Sales Tactics That Work
So here's the deal, man. Brian's going to shoot some questions at you. And, you know, when I talk about sales, I think a lot about customer experience because there's two types of salesmen. We were just at a Robert Cialdini convention a couple of weekends ago. So Robert Cialdini wrote the book Influence and Persuasion. Awesome.
The Home Service Expert Podcast
Role-Playing Sales Objections: Pro Sales Tactics That Work
So let's keep going. So what about a big one we get is I need to think about it. They say, you know, I really, now's not a good time anyway. That's more than I was planning on spending. We've got a lot of bills going out. I need to think about it. And everybody's coming into money. Everybody's saying, I got some money coming.
The Home Service Expert Podcast
Role-Playing Sales Objections: Pro Sales Tactics That Work
Yeah. Right, babe? It makes sense. I mean, I think I can get by with what I got.
The Home Service Expert Podcast
Role-Playing Sales Objections: Pro Sales Tactics That Work
Oh man, that is good. I love that. And I love, you really look like somebody I trust too. I don't know what it is. He is the way you say it. It just, you know, you're the nodding and yeah. Okay. Yeah. That's great. I mean, if, if you, if you're not watching this, You're probably losing some of the cues that he's doing. It's just the confidence, the eye contact. Just, oh, no problem.
The Home Service Expert Podcast
Role-Playing Sales Objections: Pro Sales Tactics That Work
That is like the best thing I've ever heard, actually, is when do you think you'll have the money by the end of the year? Okay, well, let's just do that then. The best salesperson I've ever met in real estate, They do, they buy houses for cash and they got two choices. Either I can list it for you because some people decide they want to sell it and they'll be the listing agent.
The Home Service Expert Podcast
Role-Playing Sales Objections: Pro Sales Tactics That Work
And he said you could use manipulation or you could really do great things for customers. And there's two types of salesmen. The guys that believe in the company, believe in the product. I think they're doing the right thing by the customer. They're treating them like mom. Then there's the other guys that are just there for the sales, transactional versus really building that relationship.
The Home Service Expert Podcast
Role-Playing Sales Objections: Pro Sales Tactics That Work
So his job is never to go on the phone and say, so Brian, what did you think you wanted for the house? And what are you going to say? Well, I looked at Zillow and I think it's worth $283,000. My testament. Yeah. And so he doesn't ask those questions. He goes, Brian, you sound like a great guy. Sounds like you're really just looking for an offer.
The Home Service Expert Podcast
Role-Playing Sales Objections: Pro Sales Tactics That Work
Why don't I come out, take a peek, you show me what you're looking for. And he sits down at the kitchen table and they explain what they want. And he goes... Okay, let's just do that then. He agrees. Hey, I want to list it for 283,000. The house is worth 230 on a good day. The roof needs to be replaced. But his goal is to make them make a decision. And then he says, well, let's do 283.
The Home Service Expert Podcast
Role-Playing Sales Objections: Pro Sales Tactics That Work
If we get some bites, we'll get it. Or if they, a lot of people are like, you know, it's worth 283. I just need to get 240 for it. Okay, let's just do it. So he gets the contract signed. And then he says, during the inspection, this roof is on its last leg. Like, you probably have a leak. You've seen the leak. The drywall's actually, it looks like it got mudded over.
The Home Service Expert Podcast
Role-Playing Sales Objections: Pro Sales Tactics That Work
Like, we're going to have to fix that. And, you know, your cost on that would be 30 grand. I'm just going to take 10 off the top. And so that gives you like, they already went through all this stuff and it's not trying to be shady. It's just, let's do an inspection and make sure everything's good. And if I see anything, we'll be fair about it.
The Home Service Expert Podcast
Role-Playing Sales Objections: Pro Sales Tactics That Work
ally or service finance or whatever financing paperwork it's a wrap if you get approved it's a wrap so is there any time in the process where you go because i just met a really really good door sales door-to-door salesman he says you know what would you say your credit is you know six seven eight yeah so i do what i did i don't train this a whole lot because it's it's hard to teach somebody but it's easy to pull on good leap you just hit a few buttons and you're
The Home Service Expert Podcast
Role-Playing Sales Objections: Pro Sales Tactics That Work
So Logan, I really want to dive into that today of not only getting the customer across the finish line and making a bunch of money, because that's why we do it. We'll send it for me. I mean, we want to provide for our families, but also taking care of the client. So Brian's going to shoot some questions and kind of guide us through the discussion. And I'll just add some context.
The Home Service Expert Podcast
Role-Playing Sales Objections: Pro Sales Tactics That Work
After what Logan said?
The Home Service Expert Podcast
Role-Playing Sales Objections: Pro Sales Tactics That Work
Well, also, the other option is a lot of times, well, it's really anybody under the roof or a cosigner. And a lot of people are like, yeah, my dad, if this needs to be done, I can get my dad to do it.
The Home Service Expert Podcast
Role-Playing Sales Objections: Pro Sales Tactics That Work
So would you say it's often? Yeah.
The Home Service Expert Podcast
Role-Playing Sales Objections: Pro Sales Tactics That Work
The reason I like good leap, green sky or service finances, they integrate the service.
The Home Service Expert Podcast
Role-Playing Sales Objections: Pro Sales Tactics That Work
That's makes it simple. It's simple.
The Home Service Expert Podcast
Role-Playing Sales Objections: Pro Sales Tactics That Work
That accumulated interest.
The Home Service Expert Podcast
Role-Playing Sales Objections: Pro Sales Tactics That Work
So like Dale says, there's no credit cards. There's 23, 27, 30%. I got something less than half of that.
The Home Service Expert Podcast
Role-Playing Sales Objections: Pro Sales Tactics That Work
That's true.
The Home Service Expert Podcast
Role-Playing Sales Objections: Pro Sales Tactics That Work
We'll have some cool discussions here.
The Home Service Expert Podcast
Role-Playing Sales Objections: Pro Sales Tactics That Work
He always, any objection on the financing, he would go, that's the best part. That's the best part. You know, and Tom Hopkins calls it a prepayment privilege. Yeah. You got a privilege to pay it off earlier.
The Home Service Expert Podcast
Role-Playing Sales Objections: Pro Sales Tactics That Work
Yeah, everybody does. Says he'll go through that with me.
The Home Service Expert Podcast
Role-Playing Sales Objections: Pro Sales Tactics That Work
No, I don't know. That's a lot of money.
The Home Service Expert Podcast
Role-Playing Sales Objections: Pro Sales Tactics That Work
Not for this. Yeah, not for this.
The Home Service Expert Podcast
Role-Playing Sales Objections: Pro Sales Tactics That Work
Oh, there's a lot of determining factors. I got my tax check coming back. Supposedly, I'm supposed to get a bonus. End of Q2. Yeah, you know, I should have that money the next year.
The Home Service Expert Podcast
Role-Playing Sales Objections: Pro Sales Tactics That Work
It is smooth. And I love this because I'm going to have a lot of guys listen to this. Let's do a couple more objections. And I got some here if you want, but you probably know them by heart.
The Home Service Expert Podcast
Role-Playing Sales Objections: Pro Sales Tactics That Work
No, no. I just was reading. This is my scribble notes, but go ahead and do a couple more that you like.
The Home Service Expert Podcast
Role-Playing Sales Objections: Pro Sales Tactics That Work
Well, the confidence level, the one thing I say is I dress up like a doctor during my orientation. Oh, yeah, yeah. And I'll put the stethoscope on. I want to go through your orientation. And I say something along the lines of this. So when you walk into the doctor, you fill out a lot of paperwork, right?
The Home Service Expert Podcast
Role-Playing Sales Objections: Pro Sales Tactics That Work
And then you sit down and then the nurse comes out, checks your height, your blood pressure, your weight. You sit there, you talk with the doctor. The doctor walks in about 30 minutes late. Walks in. He's got his clipboard. He says, okay. So, Brian, how are you? Great. I'm just going to just ask you a few questions. First and foremost, how's the family doing?
The Home Service Expert Podcast
Role-Playing Sales Objections: Pro Sales Tactics That Work
Oh, that's... Listen, she's a sweetheart. So, just running through here, what would you say your alcohol... You know, how much are you drinking? I quit drinking, so... Fantastic. Okay. And smoking? Any recreational drugs? No, I mean... Okay. And with work and everything, what would you say your stress anxiety levels are?
The Home Service Expert Podcast
Role-Playing Sales Objections: Pro Sales Tactics That Work
And how's the sleep going?
The Home Service Expert Podcast
Role-Playing Sales Objections: Pro Sales Tactics That Work
Okay. And finally, I'm just going to say, what would you say overall the diet is? Sugar, you know, you feel like you're healthy.
The Home Service Expert Podcast
Role-Playing Sales Objections: Pro Sales Tactics That Work
And one final one.
The Home Service Expert Podcast
Role-Playing Sales Objections: Pro Sales Tactics That Work
What would you say your overall energy level is throughout the day?
The Home Service Expert Podcast
Role-Playing Sales Objections: Pro Sales Tactics That Work
So based on what you told me, I'm going to go ahead and just run through a few things. Look in your ears, nose, check your heartbeat, have you cough a few times, check some reflexes. And after that, you know, I'll get done with this stuff. Let's say I'm done. Brian, you know, you came in and here's what, where's it? CVS or Walmart? Walmart. Okay. Or Walgreens. Sorry. Walgreens. Okay.
The Home Service Expert Podcast
Role-Playing Sales Objections: Pro Sales Tactics That Work
So I'm going to go ahead and just get you this to make you feel better. And it'll be ready tomorrow. Awesome. So the doctor asks all these questions, does these tests, has a lot of confidence and writes you a prescription.
The Home Service Expert Podcast
Role-Playing Sales Objections: Pro Sales Tactics That Work
And have you ever been to a doctor and the person says, or the person that walked into the doctor's office Have they ever said, well, I'm going to need to get a couple quotes on that? I mean, yeah, if it's cancer maybe, but no one ever says, no, you go in because they know exactly. They've done all the work. They've done all the tests.
The Home Service Expert Podcast
Role-Playing Sales Objections: Pro Sales Tactics That Work
And they don't ever say that this is what you need to be better. So I'm going to go ahead. Here you go. I'm going to get this filled.
The Home Service Expert Podcast
Role-Playing Sales Objections: Pro Sales Tactics That Work
Boom. The doctor always sits down on a round chair, sits back. And there's no, you know, likes that are looking at you. They're genuinely interested. And they're taking notes. And I think if you can walk in to a home with that kind of confidence level and know you've got a superior part and know you've got the answers, you are the doctor the minute I set foot in that garage. You are the doctor.
The Home Service Expert Podcast
Role-Playing Sales Objections: Pro Sales Tactics That Work
And a lot of people, the first thing they do is, oh, it's a broken spring. I walk in and after I've talked to them for a long time, I say, so what's going on with the garage door? Well, the whole thing snapped. It was a loud bang noise. The cables flew off. Man, this thing, me and my wife have been talking about replacing it.
The Home Service Expert Podcast
Role-Playing Sales Objections: Pro Sales Tactics That Work
Well, if I walked in there and said, I know exactly what's wrong, you're a schmuck. Because now the, well, how much is that? It's only a few hundred dollars. Well, shoot, we were thinking we got to spend five grand. You know, so you got to ask more questions. And I think you're doing a great job with that, Logan. Let's do another final one here because I could eat this stuff up all day.
The Home Service Expert Podcast
Role-Playing Sales Objections: Pro Sales Tactics That Work
I felt right into the role play with you. Why? I love it. Well, Logan, I got to tell you, buddy, you're more than welcome to come out. Maybe Brian, I'll have you out. I'd love you to just meet you in person, brother. You seem like a wholesome, good dude.
The Home Service Expert Podcast
Role-Playing Sales Objections: Pro Sales Tactics That Work
Yeah, you know, is that the game that you cock the gun and you shoot the little stuff walking around? Don't bet him. Don't fall for this.
The Home Service Expert Podcast
Role-Playing Sales Objections: Pro Sales Tactics That Work
We really appreciate you. Those of you that can't see Logan, he's actually in his service vehicle right now doing this for a huge favor for us.
The Home Service Expert Podcast
Role-Playing Sales Objections: Pro Sales Tactics That Work
Logan, I'm going to just close up here with Brian. I just need 10 minutes of his time to kind of end this, but I really appreciate you jumping on. We'll do this again. Appreciate your time, brother. Thanks for coming on, man. Appreciate you. So this has been a masterclass of sales. It's a great thing to talk about.
The Home Service Expert Podcast
Role-Playing Sales Objections: Pro Sales Tactics That Work
The other thing that happens is people start saying, holy cow, you look really good. You look healthy. Now you're getting abs. Now you're running. One of my trainers told me, he said, you won't notice it in yourself, but first the people that are around you the most. Then the people at work will start noticing. Then you'll notice. Because whoever sees you the most, it's like,
The Home Service Expert Podcast
Role-Playing Sales Objections: Pro Sales Tactics That Work
I think it's the people at work first, but he has this great analogy. But listen, health is super important. And my cousin and I were just on the phone earlier and he's like, dude, I just never seen you this optimistic in this energy level and this focus. And he's like, that's what I want. I want to show up for my kids in a bigger way. I want to show up for my wife.
The Home Service Expert Podcast
Role-Playing Sales Objections: Pro Sales Tactics That Work
He goes, I don't want to get ripped. He goes, I just want to be a hundred percent of who I'm supposed to be.
The Home Service Expert Podcast
Role-Playing Sales Objections: Pro Sales Tactics That Work
Yeah. Well, I'm going to get him in. Have him talk to Andy. And the other thing is like, I'm a KPI driven guy. So it's like, I want to go as far as I could go. But for him, he just said, I want to be the best I could be. And I posted some of the other days. So there's two, the two most important days of your life are the day you're born and the day you figure out why. I know why.
The Home Service Expert Podcast
Role-Playing Sales Objections: Pro Sales Tactics That Work
And I think that that's important. And I don't want to be like, I was super successful, but he just didn't take care of himself. He didn't love himself.
The Home Service Expert Podcast
Role-Playing Sales Objections: Pro Sales Tactics That Work
I think that that's important, but I'm more excited to talk about, you know, when did you move out here? Exactly. It was July, August, August. So a little August, 2023, a little under a year. And you have a fantastic podcast. Waste. Thank you. Listen to, you know, you had me on there.
The Home Service Expert Podcast
Role-Playing Sales Objections: Pro Sales Tactics That Work
It's a legend. Well, listen, I'll let you close us out here, brother. This was a great day.
The Home Service Expert Podcast
Role-Playing Sales Objections: Pro Sales Tactics That Work
Let's go. Waste no day. And home service expert. Yeah. All right. Thanks, brother. Hey there, thanks for tuning into the podcast today. Before I let you go, I want to let everybody know that Elevate is out and ready to buy. I can share with you how I attracted a winning team of over 700 employees in over 20 states.
The Home Service Expert Podcast
Role-Playing Sales Objections: Pro Sales Tactics That Work
The insights in this book are powerful and can be applied to any business or organization. It's a real game changer for anyone looking to build and develop a high-performing team like over here at A1 Garage Door Service.
The Home Service Expert Podcast
Role-Playing Sales Objections: Pro Sales Tactics That Work
So if you want to learn the secrets that helped me transfer my team from stealing the toilet paper to a group of 700 plus employees rowing in the same direction, head over to elevateandwin.com forward slash podcast and grab a copy of the book. Thanks again for listening and we'll catch up with you next time on the podcast.
The Home Service Expert Podcast
Role-Playing Sales Objections: Pro Sales Tactics That Work
I got some questions for you, Logan. And then I want to ask Brian a few questions before we get started. So what is it about working with Brian? Because I want managers and leaders to understand this aspect. What is it that just helped you grow? And what is it that you love the most? And what are the challenges that you saw? And what was the brotherhood like?
The Home Service Expert Podcast
Role-Playing Sales Objections: Pro Sales Tactics That Work
Unless there's a female technician, I apologize. But what were the things that really caused you to excel so quickly?
The Home Service Expert Podcast
Role-Playing Sales Objections: Pro Sales Tactics That Work
I love that. And Brian, I think this is really important because I think a lot of people, when they walk into an interview, this is like a career. This is their life. This is their family. This is their future. This is their dreams. This is their goals or aspirations. Like, how do you make them feel good? And how do you really know it's the right person on an interview? Because I can't.
The Home Service Expert Podcast
Role-Playing Sales Objections: Pro Sales Tactics That Work
I'm not good at this. I need to take them out to eat. I need to do ride-alongs. I need to do all this stuff to see the real human being. What did you notice in Logan?
The Home Service Expert Podcast
Role-Playing Sales Objections: Pro Sales Tactics That Work
Even if it was like, what if they had a huge resume and you knew this guy was the top guy from another company?
The Home Service Expert Podcast
Role-Playing Sales Objections: Pro Sales Tactics That Work
Now, what technicians, you know, my rule is I'm setting the most optimistic, my ride along techs that work for A1. They've got to be like, they got to represent the company. They got to be talking good about the company and they got to show like real life. This is how easy it is. Yeah. For some reason, every good guy I have rides with a guy that's not so good.
The Home Service Expert Podcast
Role-Playing Sales Objections: Pro Sales Tactics That Work
And the guy that's not so good goes, every customer you get is a lay down. You know what I mean? And it's not a lay down. It's just the words you're saying and the body language. How are you getting such great clients? Oh, I could sell your clients. I called Google and I just, no, it's interesting.
The Home Service Expert Podcast
Role-Playing Sales Objections: Pro Sales Tactics That Work
Give us the context. What does number one mean out of what type of pool are we talking about?
The Home Service Expert Podcast
Role-Playing Sales Objections: Pro Sales Tactics That Work
300 and something. And the average amount of techs, maybe four? Probably something like that. So about 1,200, we'll say. Yeah. Okay. That's good context.
The Home Service Expert Podcast
Role-Playing Sales Objections: Pro Sales Tactics That Work
Joey Abedini. Okay, so we got Logan. He started. And there's all these different theories out there. If you do the right presentation, you're kind of overcoming the objections in the presentation. And obviously, you've interviewed Chris Voss a bunch of times. And some of the questions he asks. Who's that? Yeah.
The Home Service Expert Podcast
Role-Playing Sales Objections: Pro Sales Tactics That Work
So has this started giving you issues yet? What's that? So yet. He always adds yet. Oh, yeah. Right. And then another thing is like, he'll make you say no.
The Home Service Expert Podcast
Role-Playing Sales Objections: Pro Sales Tactics That Work
Before we get started, I wanted to share two important things with you. First, I want you to implement what you learned today. To do that, you'll have to take a lot of notes, but I also want you to fully concentrate on the interview. So I asked the team to take notes for you. Just text NOTES to 888-526-1299. That's 888-526-1299.
The Home Service Expert Podcast
Role-Playing Sales Objections: Pro Sales Tactics That Work
Do you disagree?
The Home Service Expert Podcast
Role-Playing Sales Objections: Pro Sales Tactics That Work
Are you against? Do you disagree? Have you given up on? Is it a ridiculous idea? Is it a bad idea?
The Home Service Expert Podcast
Role-Playing Sales Objections: Pro Sales Tactics That Work
Would you be opposed to? We have all those.
The Home Service Expert Podcast
Role-Playing Sales Objections: Pro Sales Tactics That Work
So let's just jump into it, man. This is what we've been all waiting for. Scroll play, baby. Let's see it done by the masters.
The Home Service Expert Podcast
Role-Playing Sales Objections: Pro Sales Tactics That Work
Yeah, once or twice.