The Home Service Expert Podcast
Role-Playing Sales Objections: Pro Sales Tactics That Work
Fri, 29 Nov 2024
Brian Burton is the General Manager of Benjamin Franklin Plumbing Phoenix and the host of the Waste No Day Podcast. He previously served as VP of Sales for One Hour Heating and Air Conditioning of Southeast PA and was an Operations Manager at Rohrer’s Mister Sparky Electric. Logan Altland is the #1 salesman at Mister Sparky, holding the position for two consecutive years, and brings over a decade of experience as an electrician. In this episode, we talked about sales tactics, customer interaction, overcoming sales objections…
Chapter 1: What sales tactics can help overcome objections?
They'll never split the difference. Right. The FBI hostage goes, yeah, yeah.
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.
Yeah, so he loves to rephrase questions. So your answer will be no, but it's meant, it's said like a yes. And so one piece of advice he gave us was instead of saying, is my truck parked in the right spot, right? You'll say, is there any issue with where I've parked my truck? So the answer is no, but the person saying, yes, your truck is fine where it is, because he believes-
And it's proven, I mean, through certainly what he did for a living was high-risk sales, right? That there's like a balloon in somebody that's kind of pressurizing and pressurizing throughout a presentation that they need to say no to feel comfortable.
Do you disagree?
Are you against? Do you disagree? Have you given up on? Is it a ridiculous idea? Is it a bad idea?
Would you be opposed to?
Would you be opposed to? We have all those.
We've got all those written on our whiteboard at our shop here in Phoenix. I love this.
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Chapter 2: How can customer relationships affect sales?
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.
You got some that you want to throw out?
No, no. I just was reading. This is my scribble notes, but go ahead and do a couple more that you like.
Let's just assume we talked through the financing part, all right? I know what you're saying. Yes, I don't have the money. I won't have it till the end of the year. And when you say use your money, I know what you're saying. You're talking about financing. And I got to tell you, bro, we hate financing. We just hate it. I'd rather pay it when I can just write a check.
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?
Uh, you know, it's just like my dad taught me if you got, if you don't have the money to pay for it, then don't buy it.
Yeah. Oh, okay, cool. So you never financed a car or a house. You bought everything outright, correct?
Well, we had, you know, we had to have a place to live. So obviously we financed the house and then we both needed a car because it's a little more convenient. So of course we financed those, but really, and the furniture and a couple of appliances, but almost nothing.
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?
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