Weldon Long

And I use it in everything still to this day. In fact, I give Cialdini a lot of credit. Brian Burton has a podcast.

And I use it in everything still to this day. In fact, I give Cialdini a lot of credit. Brian Burton has a podcast.

Yeah, I think they just had him. And he said, man, we told him that you're a big fan of his and blah, blah, blah. But I'm reading this thing. Now, I'm just in the sales, in HVAC sales, and I'm like, holy cow. I can see how this could work in sales. The consistency principle. Public declarations dictate future actions.

Yeah, I think they just had him. And he said, man, we told him that you're a big fan of his and blah, blah, blah. But I'm reading this thing. Now, I'm just in the sales, in HVAC sales, and I'm like, holy cow. I can see how this could work in sales. The consistency principle. Public declarations dictate future actions.

I had been running leads for a couple of months and I realized really quick that the same three objections. I want to think about it. I need a cheaper price. I got three bids coming. What if I could get people to make statements that were in contravention to that.

I had been running leads for a couple of months and I realized really quick that the same three objections. I want to think about it. I need a cheaper price. I got three bids coming. What if I could get people to make statements that were in contravention to that.

And so I figured out through some storytelling and some sales, some questions, that within 30 or 45 minutes of the conversation, I get my homeowner to acknowledge that price is not the most important factor, three bids will not protect them, and that they can let me know tonight whether I'm a good fit. And those are perfectly acceptable answers.

And so I figured out through some storytelling and some sales, some questions, that within 30 or 45 minutes of the conversation, I get my homeowner to acknowledge that price is not the most important factor, three bids will not protect them, and that they can let me know tonight whether I'm a good fit. And those are perfectly acceptable answers.

I get the homeowners to make those three public declarations to me. Because the consistency principle, it can work against you. When we're going out on a sales call, the homeowners are having a conversation. What's the last thing they tell each other before I get there? We're not buying tonight. We're getting three beers. We're getting a good price. Right? Yeah.

I get the homeowners to make those three public declarations to me. Because the consistency principle, it can work against you. When we're going out on a sales call, the homeowners are having a conversation. What's the last thing they tell each other before I get there? We're not buying tonight. We're getting three beers. We're getting a good price. Right? Yeah.

So if I don't counter that, then those public declarations will drive their future actions at the end. Even if they fall in love with me, Tommy, and they think it's a great deal. Oh, I told my wife I wasn't buying tonight.

So if I don't counter that, then those public declarations will drive their future actions at the end. Even if they fall in love with me, Tommy, and they think it's a great deal. Oh, I told my wife I wasn't buying tonight.

But if I can get them to make those public declarations to each other as I work through my process, all of a sudden now I feel like, you know, because when a guy says, yeah, price isn't the most important, I say, ma'am, do you agree? Yeah, I agree. 15 minutes ago before I got there, they said they were getting a cheap price. Now they're telling me price isn't the most important.

But if I can get them to make those public declarations to each other as I work through my process, all of a sudden now I feel like, you know, because when a guy says, yeah, price isn't the most important, I say, ma'am, do you agree? Yeah, I agree. 15 minutes ago before I got there, they said they were getting a cheap price. Now they're telling me price isn't the most important.

They're telling me they're getting three bids. I go through a series of stories and questions. So if you had to choose between me that would do that kind of service for my customers and three guys that would tell you anything to get their hands on your money, which of those would you prefer? I would prefer your company.

They're telling me they're getting three bids. I go through a series of stories and questions. So if you had to choose between me that would do that kind of service for my customers and three guys that would tell you anything to get their hands on your money, which of those would you prefer? I would prefer your company.

Yeah, yeah. So on the price thing, there's several things I use. I attack price about three times in the presentation. The first one is with Consumer Reports Department of Energy.

Yeah, yeah. So on the price thing, there's several things I use. I attack price about three times in the presentation. The first one is with Consumer Reports Department of Energy.

That say very clearly that the single most important thing is the quality of the contractor and the proper load calculation.

That say very clearly that the single most important thing is the quality of the contractor and the proper load calculation.