Menu
Sign In Pricing Add Podcast

Logan Altland

Appearances

The Home Service Expert Podcast

Role-Playing Sales Objections: Pro Sales Tactics That Work

1537.135

Yeah, I understand you feel that way, Brian. And that wholeheartedly is not my intention. And that's not what I'm here for. That hurts to hear that. But you want to know what hurts even worse to hear? What hurts even worse to hear is I show up here on Christmas Eve when you have no electricity. And I'm here to try to help you get out of your problem. Your family's panicking.

The Home Service Expert Podcast

Role-Playing Sales Objections: Pro Sales Tactics That Work

1555.81

You got company coming over tomorrow. And I hear you say, why didn't the last technician find this problem when he was here? Or even better yet, that hurts a little worse, is when I come back in a month for your maintenance and I see someone else's sticker on the panel. And I bring it up to you and you say, why never even knew you guys did that?

The Home Service Expert Podcast

Role-Playing Sales Objections: Pro Sales Tactics That Work

1575.282

So do you see why that is my job to bring this stuff up to you?

The Home Service Expert Podcast

Role-Playing Sales Objections: Pro Sales Tactics That Work

1580.306

Freaking perfect.

The Home Service Expert Podcast

Role-Playing Sales Objections: Pro Sales Tactics That Work

1782.611

So yeah, Tommy, I actually sit down first thing. It's part of my introduction. I actually sit down right at the table, get the client's name, information, why I'm there. Have they history of the house? Anything like that is what I do here. Actually check this out. I got notebook, notebook, a bunch of notebooks. I have notebooks everywhere.

The Home Service Expert Podcast

Role-Playing Sales Objections: Pro Sales Tactics That Work

1812.403

Yeah. So then once we're done going over all that, I just say to the client, I say, hey, I explained my process on what I'm going to do. Give a time, the GoPro statement. give a time of how long it's going to take me, get permission to go do the job. At the end of the job, I give them three options, good, better, best.

The Home Service Expert Podcast

Role-Playing Sales Objections: Pro Sales Tactics That Work

1830.051

That's when I sit down again at the table with the client and then I go over all my findings.

The Home Service Expert Podcast

Role-Playing Sales Objections: Pro Sales Tactics That Work

184.019

What's up, buddy? How are you?

The Home Service Expert Podcast

Role-Playing Sales Objections: Pro Sales Tactics That Work

1881.581

So, yeah, when I walk in the door, the GoPro is the introduction, the...

The Home Service Expert Podcast

Role-Playing Sales Objections: Pro Sales Tactics That Work

1979.209

Yeah. So you said your wife, can we get a hold of her?

The Home Service Expert Podcast

Role-Playing Sales Objections: Pro Sales Tactics That Work

1986.212

So, yeah, is there any way you can get a hold of her text call?

The Home Service Expert Podcast

Role-Playing Sales Objections: Pro Sales Tactics That Work

1992.539

Oh, yeah, I get that, too. My wife says she's busy all the time, too, and then she just sends 30 text messages.

The Home Service Expert Podcast

Role-Playing Sales Objections: Pro Sales Tactics That Work

200.732

Yeah, so I started out in the electrical field when I was 13 years old, riding along with my grandfather, helping him with his own business. He worked for Moorfield Telephone Communications. At the time, it's not what I thought I wanted to do. I came home from school one day with a college application and my mom said I was too dumb to go to school. So I'm here.

The Home Service Expert Podcast

Role-Playing Sales Objections: Pro Sales Tactics That Work

222.68

From there, I went to VoTech, which was a vocational electrical school. I studied electrical occupations. When I graduated there, I went to the apprenticeship program for four years. I'm a certified journeyman in high voltage, low voltage, and pole climbing. And yeah, I worked all over the United States. And it brought me to Mr. Sparky.

The Home Service Expert Podcast

Role-Playing Sales Objections: Pro Sales Tactics That Work

245.651

I was the head electrician at three local hospitals before Sparky. I took the job here.

The Home Service Expert Podcast

Role-Playing Sales Objections: Pro Sales Tactics That Work

2562.922

Oh, that's perfect. I totally understand. I'll wait for that text back. from you. But before I get out of here, is there anything that you don't think needs done or that you don't find the value in? Honey, I think we're good, right?

The Home Service Expert Podcast

Role-Playing Sales Objections: Pro Sales Tactics That Work

2590.198

So is it just the money? Like just the financial part?

The Home Service Expert Podcast

Role-Playing Sales Objections: Pro Sales Tactics That Work

2597.022

So why don't we do this? I'll do the work, and you can pay us later.

The Home Service Expert Podcast

Role-Playing Sales Objections: Pro Sales Tactics That Work

2602.024

We do the work. You pay us later.

The Home Service Expert Podcast

Role-Playing Sales Objections: Pro Sales Tactics That Work

2604.985

When do you think you'll have that much money? Do you think it'll be a week, three weeks, four weeks, anything like that?

The Home Service Expert Podcast

Role-Playing Sales Objections: Pro Sales Tactics That Work

2614.629

So you say the end of the year, about six months or so. That's cool. Why don't we conservatively say two years? Does that work? So the way that this will work is we'll do the work. You pay us later. You're going to pay a minimum monthly payment. And then at the end of the job, you just pay it off three in the year you have your money. Does that sound good?

The Home Service Expert Podcast

Role-Playing Sales Objections: Pro Sales Tactics That Work

2635.943

No. Interest free. 100% interest free.

The Home Service Expert Podcast

Role-Playing Sales Objections: Pro Sales Tactics That Work

2857.995

No. So there's actually more to that. Brian didn't give me that objection. After I get them to agree the work and agree the payment plan, I just simply say, OK, it's just going to be a brief credit check. That shouldn't be a problem, right? And that's when it will come out if they have good, bad credit or any problems with the credit.

The Home Service Expert Podcast

Role-Playing Sales Objections: Pro Sales Tactics That Work

2898.979

Yeah, bro. I'm calling family, relatives. You got any neighbors, anybody? I'm getting someone approved in there.

The Home Service Expert Podcast

Role-Playing Sales Objections: Pro Sales Tactics That Work

2907.83

Yeah, so I don't really know the percentages. It's not often they fail. But if they do, I'll use Ally or then I'll ask for the cosigner. It doesn't tell me why they fail. It tells me... that they just failed. The other thing is, is if you use good leap, they don't, they have to be on the date of the house.

The Home Service Expert Podcast

Role-Playing Sales Objections: Pro Sales Tactics That Work

3061.549

Yeah, Brian, I do that too. I try to stay away from the 18 months interest free. What I found has worked is first I get them to pull the credit. And then I'll show them the $119 a month because what I'll have them say is, what's that? $119 a month for 45 years? So for some reason, it feels a little bit different after they were already approved.

The Home Service Expert Podcast

Role-Playing Sales Objections: Pro Sales Tactics That Work

3113.086

Yeah, if you remember when Gene Slave was in the building, Brian, that's what I had the hardest part was, is asking, that's when I had the problem with him, was asking, do you have that much money?

The Home Service Expert Podcast

Role-Playing Sales Objections: Pro Sales Tactics That Work

3124.815

Okay, Tommy, perfect. Your total today is going to be $4,900. Is that something you want to get taken care of?

The Home Service Expert Podcast

Role-Playing Sales Objections: Pro Sales Tactics That Work

3132.801

Do you have that much money?

The Home Service Expert Podcast

Role-Playing Sales Objections: Pro Sales Tactics That Work

3137.705

When do you think you'll have that much money?

The Home Service Expert Podcast

Role-Playing Sales Objections: Pro Sales Tactics That Work

3150.189

Okay, perfect. So to be conservative, you say that's like three years, right? Yeah, I'd say that. Yeah, no problem, man. I'll do the work now. You can pay me later. Pay me in three years.

The Home Service Expert Podcast

Role-Playing Sales Objections: Pro Sales Tactics That Work

3202.673

Yeah, I totally understand what you're saying. I come from the generation where if you don't have cash, you don't get it. But I believe in being happy and getting what you want. What's your holdup with financing?

The Home Service Expert Podcast

Role-Playing Sales Objections: Pro Sales Tactics That Work

3218.631

Yeah. Oh, okay, cool. So you never financed a car or a house. You bought everything outright, correct?

The Home Service Expert Podcast

Role-Playing Sales Objections: Pro Sales Tactics That Work

3237.494

Okay. So, so can I level with you a second here, Brian? Sure, buddy. Yeah. Does it make sense to finance a house, but not finance the protections that the house is going to need to keep you safe and happy?

The Home Service Expert Podcast

Role-Playing Sales Objections: Pro Sales Tactics That Work

3271.636

Yeah, yeah, I totally get it. Is your dad reachable? It's still live, right? Okay. Yeah, perfect. Let's get him on the phone and we'll walk through it with him. Loganism.

The Home Service Expert Podcast

Role-Playing Sales Objections: Pro Sales Tactics That Work

3562.073

What company does he work for?

The Home Service Expert Podcast

Role-Playing Sales Objections: Pro Sales Tactics That Work

3566.577

Okay, that's awesome. Yeah, I've never heard of them, but that's neither here nor there. Okay, so cost is obviously the driving factor here.

The Home Service Expert Podcast

Role-Playing Sales Objections: Pro Sales Tactics That Work

3576.786

Brian, you could get this done at a quarter of this price, but you're also going to get a quarter of the quality and service. Let me ask you something, Brian. What is more important to you, quality, service, or price? Quality, money, or value?

The Home Service Expert Podcast

Role-Playing Sales Objections: Pro Sales Tactics That Work

359.795

So yeah, Brian, it is a cool one. One of my favorites to tell actually. I worked at a local manufacturing plant and my crane operator, I did a lot of controls and PLCs. My crane operator overdosed on heroin in the bathroom and I went to the HR and I said, look, I don't think this is a

The Home Service Expert Podcast

Role-Playing Sales Objections: Pro Sales Tactics That Work

3603.791

So do you think there would be anybody else in business if they could provide you with the best quality, the best service, and the best cost? Do you think there would be more than one business out there?

The Home Service Expert Podcast

Role-Playing Sales Objections: Pro Sales Tactics That Work

3615.233

Yeah, Brian, we are not the cheapest company, and I don't hide from that. But one thing that you do get is you get 100% service. You get live call center 24-7 on New Year's Eve when your crockpot trip's a breaker. You're going to get my smiling face at your door, ready to fight the problem with you.

The Home Service Expert Podcast

Role-Playing Sales Objections: Pro Sales Tactics That Work

3631.165

You're going to get the fair treatment as far as, hey, you and your neighbor both called in at the same time, but you've done work with us before. So do you see why... We're more expensive. Brian, if cost is the only thing that's driving you and you don't understand why we're more expensive, by all means, go with that other company if that makes sense.

The Home Service Expert Podcast

Role-Playing Sales Objections: Pro Sales Tactics That Work

3650.171

What I've typically found, though, is I'm the one following up behind them, fixing it once or twice. So then you're at three times the cost. And that brings you out exactly to what I originally quoted you. So the choice is really yours. I'm just here to help you guide you through the way.

The Home Service Expert Podcast

Role-Playing Sales Objections: Pro Sales Tactics That Work

3692.519

Yeah, that would be awesome. Tommy, I would love to come out and hang out with you guys and get to meet you for the first time, Tommy. And of course, hang out with you, Brian.

The Home Service Expert Podcast

Role-Playing Sales Objections: Pro Sales Tactics That Work

3706.977

I heard you're going to need someone to show you how to play some Big Buck Hunter.

The Home Service Expert Podcast

Role-Playing Sales Objections: Pro Sales Tactics That Work

381.837

gonna work I don't want him to be my the guy over top of me and basically in charge of my life so they literally told me like you don't fit the culture and I was like what the culture of drugs like really so from there they fired me on the spot on the way home to tell my I think she was pregnant on the way home to tell my pregnant wife that I had just lost my job I had called my father-in-law I was in a mess as you can imagine on the way home to call my pregnant wife I got a call from

The Home Service Expert Podcast

Role-Playing Sales Objections: Pro Sales Tactics That Work

411.027

Alexia, our old talent acquisition officer, and she had said, hey, we came across your job application on Indeed. I was like, yeah, okay, I didn't put one on Indeed. What company is this for? She had said Mr. Sparky Electric, which basically I laughed when she said that, Mr. Sparky Electric, what the hell kind of name is that, right?

The Home Service Expert Podcast

Role-Playing Sales Objections: Pro Sales Tactics That Work

429.498

So I hung up on her, went home, talked to my wife, broke the news, told my father-in-law. He said, well, why don't you give it a try? You really don't got anything else. So I went into... An interview, I called her back. I said, okay, I'll come in. I went and did an interview. That's where I met Brian.

The Home Service Expert Podcast

Role-Playing Sales Objections: Pro Sales Tactics That Work

446.226

Let me tell you, from day one, I walked into the office to Brian and Aaron, and it was the weirdest interview ever. It was fist bumps. It was just like I was talking to some friends. I went through the interview process, which I thought went well. I walk in with a big... A big book, probably four inches thick of all my experience and certifications.

The Home Service Expert Podcast

Role-Playing Sales Objections: Pro Sales Tactics That Work

466.294

And Brian literally looked at me and was like, hey, I don't think you need any of that. I don't care what you know electrically, which kind of threw me for a loop. But just the overall interaction with Brian and talking, Brian's like, at the end of the interview, I remember Brian said, hey, now I think it's time for a ride along with Jamie.

The Home Service Expert Podcast

Role-Playing Sales Objections: Pro Sales Tactics That Work

484.066

Which at the time, I didn't know if that meant I had the job or not, but yeah. So I rode along with Jamie, came back to the shop, and I told Brian, I said, I want to work here. And that's where we've been ever since.

The Home Service Expert Podcast

Role-Playing Sales Objections: Pro Sales Tactics That Work

521.923

Don't let Brian hear this. I don't want him has had to get too big, but the amount of belief that he has had in me, even when I didn't have belief in myself, his constant willingness to push me to the next level, to bring me out of my slumps and tell me, Hey, you're being, you're being kind of down on yourself here. You just next call baby. Next call.

The Home Service Expert Podcast

Role-Playing Sales Objections: Pro Sales Tactics That Work

541.435

The amount of the amount of availability he's had to take calls in the middle of the day when I am struggling to go out to the truck and role play. I mean, it, Brian is instrumental to anybody's career. And now he's in Arizona and not in Lancaster. So he's a traitor to me.

The Home Service Expert Podcast

Role-Playing Sales Objections: Pro Sales Tactics That Work

686.653

Yeah, actually, it happens all the time, and it's so hard because I want to show these people that I can, my ride-alongs, that I can come over these objections, but it just comes so naturally that I don't know what to focus on with them in here.

The Home Service Expert Podcast

Role-Playing Sales Objections: Pro Sales Tactics That Work

937.9

Yeah, Brian, so I really get what you're asking here, and I appreciate why you're asking. Is what you're asking a parts and labor breakdown?

The Home Service Expert Podcast

Role-Playing Sales Objections: Pro Sales Tactics That Work

952.349

Yeah, so basically, I get what you're saying. You're not paying for parts and labor. You're paying for a certified technician. You're paying for the 24-hour service. You're paying for me to show up in a marked vehicle. You're paying for the background check technician. So at the end of the day, I can't make that a parts and labor quote. Is there something you would like to take out of that quote?

The Home Service Expert Podcast

Role-Playing Sales Objections: Pro Sales Tactics That Work

974.456

What do you mean, buddy? So yeah, like what I mean by take things out is like copper panel with surge protection. I can take the surge protection out that gets you a little lower on price, or I can give you an aluminum panel, that kind of thing.

The Home Service Expert Podcast

Role-Playing Sales Objections: Pro Sales Tactics That Work

995.957

So the material and the parts and labor breakdown, that's not something we do. The reason is we aim to make 20% on every job. If another company comes in, any more than 20% on that. I would be curious as to where they're making that up. I mean, we make to make 20% on each job. Are you happy with that answer? No.