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Plumbing invoice example for Customer Support

hello and welcome to the sales training video for strictly plumbers in this training video I'm gonna show you how you can master the art of sales for plumbers how you can turn a small plumbing job and take that small plumbing job and turn it into a bigger plan job okay and how you can turn drain cleaning into a repipe this is what you're gonna learn in this video the sales training video is strictly for plumbers and nobody else so let's jump right in alright so again this is the sales training strictly for plumbers I'm going to show you guys how to get more sewer repairs more repipe s-- and basically make more money with plumbing okay so if your sales suck this is the right video for you okay if you've never been trained before this is a video that you'd never definitely want to be watching and some of you may think that your sales suck and so you have that mindset so we're gonna shake that today and I'm gonna show you guys how you can master the art of sales or plumbers who came even if you haven't sold huge jobs before without coming off as a pushy salesman to homeowners you know what I'm saying even if your plumbing skills aren't prestige I'm gonna show you guys how you can sell bigger jobs so why should you listen to me well I have 15 years plumbing experience I was a plumber I figured out how to basically generate fifty thousand dollars a month and it was by turning small plumbing jobs into bigger plumbing jobs after being a plumber for so long I became a salesman and excuse me it was normal for me to hit anywhere between 95 and 125 thousand dollars per month with a formula okay I'm gonna show you exactly how I can do this for you - and how you're gonna learn the same skill set I was also a skill training manager okay and we were able to generate an extra three hundred thousand dollars per month by implementing certain skills and formula into the sales strategy all right so I do have experience as a regional training manager and a plumbing company and so that's my background it's not just lead generation so I'm gonna show you guys how you can do this and you can share this video with your employees and anytime that somebody needs sales training for plumbers show them this video so I'm gonna show them how to make more money and I'm gonna show them how you know they're gonna make more money in your their pockets so that means more money for you a lot more so these are things that are must there's things that you you know sometimes do but these things are a must and it all comes back to customer service like calling your customer while you're in route when they hear your voice that personal touch is a little more warm when you arrive on site and they recognize your voice make an effort to make a great first impression within the first five seconds they're gonna basically you know judge you whether you're ugly good luck even skinny fat tall short whatever it is you know in the first five seconds you really want to give a really good impression so you really also want to let the customer and get to know you so it's not just about you telling them about plumbing but if you let them get to know you a little bit you'll make more money okay the customers must like you so let them get to know you and tell them something to let them get to like you okay and also the customers must trust you so like know and trust these are three things that you need to do whenever you're on a plumbing sales call you need to get the customer to like you and trust you and you start by letting them be - no you the way you can get them to like you is mention things that are relevant to something that they like if you see that they like the Dodgers then you want to bring up the Dodgers if you see and they like the New York Jets maybe you want to bring up the New York Jets I think you get the idea will make them like you and then the way you get them to trust you is by educating them you already know your plumbing sales and your plumbing skills so by educating the homeowner on plumbing in general they will respect you a little more and they will trust you more when you teach them so teach them about plumbing and that's how they will trust you so I'm gonna show you guys how you can plant your seeds water these seeds and make it flower okay in the beginning you really want to mention a monthly payment plans very casually don't come off as a salesman but you know always have that in your back pocket or up your sleeve and drop just drop a little seed in the beginning like hey no big deal we have low monthly payment plans you know and just keep going mentioned some other stuff don't make the situation awkward but just drop that seed in there so we can make it grow so here we have four different personalities okay we're gonna touch base on this a little tiny bit there's generally four different personalities and depending on what type of person they are we'll tell you how you need to treat them so the red these people are self-motivated rid self-motivated driven to succeed who came they're often called the bossy so these people are usually the bosses the way you're gonna win them over is by basically having something really awesome or that's that's that is gonna stand out from everybody else they like that kind of stuff okay they're very similar to the blue personality which they're they basically love to have fun a life of the party they enjoy meeting new people and these people were really friendly so think about these people now compare it to a green a green person these people were researchers they're very analytical they do a lot of research before they make a decision think of somebody in your life or you do you know somebody that has a green personality yes right I think of somebody else that has a red personality to different people right and you know how to see that in them well the yellow person these people love to help others like the hippies you know they just love helping other people so when you spot what type of person they are you can know how to treat them and that way they'll like you more so if you run into a red personality color you basically want to match their their energy and basically run with their energy and their that's how you win those guys over okay the blue personalities what you want to do with these guys is have something really cool for them like you know going from the water heater to the tankless water heater they like that kind of stuff okay they like the fancy stuff the green personalities these are the hardest guys to close okay these guys here with the way you're going to close them is by giving them numbers data they want to hear information they will read a ton of stuff so if you can educate them it'll be easier for them to make a decision so those analyze analytical type of people that are slow to make decisions and they want them to some more research and get more estimates the way you're gonna win them over is by educating them okay the yellow personalities these people are usually super friendly it's all about helping people so if you come off like you're here to help and you love helping people and you're gonna help this person and you help everybody else they're gonna love you for that okay so these people here these hippies these a really nice folks you want to basically come off as helped I'm here to help I love helping people and you'll win them over so I just wanted to touch base on four different personality colors and how to treat them so that you can win them over you may want to watch this part again just so you can really take in what I'm telling you I went through each color real quick and explained who they are and then I went through and explained how you can win them over so if you need to press pause or rewind and watch this again I recommend you do this because you'll start to see different personality colors and different people right now can you think of a personality color like a yellow somebody that just loves people and they even put themselves last maybe that's you you know what I'm saying I don't know but can you think of another person with a green personality so those more analytical right they want to read a bunch of stuff and get different estimates and they're slow to make decisions not because they're slow but because if you wanna you know basically make the right decision so they take a little longer right you know these types of people in your life recognize that treat them a certain way and you'll win them over watch this section again okay I'm gonna move forward now so I'm gonna give you ten reasons why customers say no to plumbers and if you can get over these reasons you'll be able to get past these so first of all they're afraid of you because they think you're a Salesman so don't come off like so much like a salesman that's why you gotta get let him get to know you so they can like you and trust you right don't come off so much like a salesman I'll be an expert advisor just teach these people it's really important that you get them to like you cuz then they'll trust you and then when they trust you they'll listen to you right and that none another one is gonna be afraid of making a mistake that's another reason plum customers will say no to plumbers you know we are all afraid to make a mistake so the way you're gonna get around that with homeowners is you need to cover your butt you know make sure you hit all of the like warranties and guarantees that comes with whatever it is that you're installing because they're afraid of that not working or breaking down like a tankless water heater if it's gonna have bad maintenance it's gonna cost them you know service calls for troubleshooting get that stress out of their head and you will basically relieve this issue of them being afraid of making a mistake okay another reason they'll say no to plumbers is they're afraid to be lied to this is a big one people will have had this happen to them in the past and people lied to you too right so you got to really win over the customer by letting them get to know you and trust you that's how you're gonna get around this part here okay so you you could either do it in the front or you could do it in the back you win people over in the front don't don't wait so much to do it in the back and if I may be friendly in it just come off awesome in the front and they'll like you for the rest of the service call okay another one is they're afraid of incurring debt right they're always afraid of how much the plumbers gonna cost I can't afford it I'm afraid of that so make sure you give massive value versus the cost that's how you're gonna get around this how you're gonna get around people that I don't want to do that repaid because that's a lot of money well the way you're gonna get around that idea is make sure that you give a massive value so let's say this main line keeps backing up all the time start talking about how it affects their life hey you gotta have us here the plumber here it's costing you money to take one time off work it's stressing out your family your kids can't shower tell them remind them of all the bad and then tell them what if your solution is gonna do and talk about the benefits and the Bennets of benefits of the benefits and what I mean by that is like okay you're gonna have new pipes and you don't have to stress anymore the benefit of that benefit is your family you don't have to worry about any type of like emergencies any sewage backing up so it's peace of mind that's what the benefit of a benefit of getting a repipe you hope I make myself clear on that explain more value versus the cost if they're worried about the cost that's because you haven't given them enough value so focus on what the value that they're gonna get and that number won't seem so high to them in their brain okay number five is fear of losing face that means they're gonna be embarrassed they're afraid of being embarrassed make sure that you uplift the customers some people are a little more shy so don't you know some people feel bad that they can't afford the plumbing bill right so the way you get around this is that you have empathy for them in the way you can do this is putting yourself in their shoes and really adding that personal conversation in there that will win them over that's how you're gonna get around this number six is they're afraid of the unknown right they don't know the product and they don't really know you so they are scared of buying this repipe for seven eight thousand dollars so the way you sell the best is gonna be by educating all right that's a really good way to sell it's by educating not a crazy corny stuff just educating the customer it will change a lot of a sales process educate about the features and also educate about the benefits understand that those are two different things the features in the benefits like a tankless water heater the features of that is that it's endless water the benefits is that if you have six kids or five kids you're not gonna run out of hot water you understand how the features and the benefits work so in your back in the back of your mind when you're talking to the customer talk about the features talk about the benefits and also the benefits of the benefits so going back to that I'm going to touch base real quick on that real fast is the benefits of having that tankless is you're not gonna run out of hot water what's the benefits of that well your family can take all showers back-to-back and it's all good so you dig a little deeper and explaining your situation and the same it works really well you save the customers pains and their problems and their struggles that's how you do it okay number seven is fear of bad past experience okay here let's see here they've been burned out before right maybe they've been burned out by another plumber and this is how you get around them you know stuff you older people they've been around a little longer right so they've experienced a little more bad experiences and the way you get around that is again going back to trust the way you let them trust you or make them trust you is get them to like you and how are you gonna do that by letting them get to know you so you gotta gotta create conversations and and that's be so mute or you know only focused on work you got a touch ya connect with these people somehow you gotta make a connection and make them smile and make them laugh and it's gonna basically change their whole perspective of who you are and how you're gonna help them instead of charge them a bunch of money okay so some people are prejudiced towards plumbers someone made them prejudiced towards plumbers in the past so let's say like you know the neighbor is over here saying oh I can do that for cheap I can do a lot less expensive PC people make them prejudiced toward you so the way you do that is you explain the warranties and you explain the contractor's license right if something happens there's a flood the insurance is gonna have your back and the handyman do that no can the neighbor do that definitely not right so that's how you get around this situation number nine is they grew up thinking it was wrong some people just grew up thinking it's bad to spend a lot of money on water or they grew up thinking it's bad to do a certain thing so they have this thing stuck in their head like oh I would never pay $6,000 for a tankless water heater I've been doing my water heater for $1,000 or 1,200 bucks in the last 20 years right they just need to get educated on how tankless is a different solution right so they just need to get educated they may not think that spending that much money on a tankless is worth it because they don't know the benefits and the features and you need to basically educate them on that to win them over and sell that tankless all right number 10 fear because the the words that you say okay this is the last one here out of number 10 even but we still have more to get into here the words are either gonna be positive or negative be careful what you tell these people in the energy that you put out watch what you say there's not only value in what you say but there's value and what you don't say so prime example would be drain cleaning and you need to get the camera in there to see what's wrong with the main line to see if you can find some roots so you can dig it up and do a repair and maybe the liner maybe get a change order and dig up the front yard or maybe get another change order and you start digging in the street up to the city sewer lateral and get that encroachment permit with a CID with a shrub traffic control there's a lot of power and change orders so be careful how you treat the customer and the words that come out of your mouth make sure they're positive not negative right but the way you're gonna get all those change orders is really by saying the right words so it all starts in the beginning when your drain cleaning and if you would tell them the line is cleared water is going down they're gonna start writing you a check for whatever you told them it's gonna be right then and there so before you tell them it's draining get the camera and see why it was backed up and then show them why it was backed up and start there um if you can get money for the camera do it it but if let's say they don't want to spend an extra 150 bucks for the sewer camera inspection and you walk that you let it go I recommend just getting the camera in there and because if you find route there's more of a reason there for them to fix that you can tell them their pipe is broken and it needs to be repaired but if you're you know allowing a hundred and fifty dollar service call for a sewer camera inspection to stop that whole process there could be gold on the other side of that sewer camera inspection but if the you know if your fee is a little too expensive for them to do it I would recommend just putting the camera in there and if you find something if they find some gold it gives you a bigger reason to sell ethically okay so the seward camera inspection is a dance with a customer if you can get money for it cool but don't let that customer walk away with a sewer camera inspection maybe breaking down like half way price and then maybe free but don't just walk away without doing a sewer camera inspection on a mainline no bad words okay I'm gonna show you guys some bad words then stress our customers and bad words that maybe you won't like as well like estimate when you tell them you're gonna give them an estimate that's exactly what you're gonna give them there's a difference between getting a contract and an estimate so just erase the word estimate from your vocabulary when you're talking to the client replace that word with paperwork okay whenever you gonna say estimate just replace it with paperwork all right as soon as you say hey I'm gonna write you an estimate they're gonna say yep I'm getting three estimates so just say let me get that paperwork right the next um word not to say is sell or sold I replace that word with help so instead of saying hey I sold this water heater to the neighbor you could say I helped the neighbor replace this water heater it just sounds way better so keep the word sell and sold out of the vocabulary as well another word of the people don't like this contract right replace that word with agreement or paperwork as you know like if you get a cell phone contract if a two year it just sounds horrible contracts like kind of suck right nobody really loves them so replace that word with agreement or paperwork it's gonna help you a lot another one is cost or price these are bad words to people subconsciously as well you need to replace those words with invest or agreement right so instead of saying this water heater is gonna cost you $2,000 you would say this water heater is an investment of $2,000 right so it just sounds a lot better a lot of psychology behind all this stuff so I'm not gonna get too deep into that I'm just gonna get right down to the meat and potatoes and tell you what to replace the words with like by they wouldn't like to buy stuff but they'd love to own it so it's like are you gonna buy this water here or what do you love to own this water heater you see how you're getting the same point across but you're switching the words around you got to do the same thing now here's the main one it's strain if you're going to main sewer line and it's backed up and if as soon as they see the water's going down they're writing the check so when they ask you you don't want to lie about it that's not good this is training for ethical sales training not shady sales training so you can tell customers that it's going down slow you let them know you're still working on it don't let them write the check so quick get that camera in there don't just do a pump and go let them know that there's something wrong with the main line and you need to figure out what it is there's a big deal okay so I'm gonna show you guys how to master the art of selling a ton of miscellaneous plumbing how you can go to a call where they're got one angle stop that's leaking and how you can sell the rest of the angle stops to the entire house like all 20 of them okay this is how you do it you got to do a plumbing inspection and come up with a report says good fair or poor all right and then you put it on a list with a maybe it concerns or a watch list items so when you're doing these plumbing inspections you can do them so many different ways some people make them come off a little creepy and homeowners don't like it so they sometimes think that you're digging for more work so the way to get around that issue of a mindset is you know don't don't make them feel like you're looking for more work so make them feel like you're helping them and you want to make sure that there's no other hidden leaks somewhere else also if you know if they have a really huge house like I say it's a big estate and you're on the west wing don't be trying to go over to the east wing you know it's gonna seem weird for them but if you need to then just tell them hey I need to understand your plumbing system I need to evaluate the whole thing kind of like a doctor would so that's another way to explain why you need to get into the other rooms you know and while you're there make a mental note of everything look at the faucets look at the angle stops look at the drains really fast and if you can get into the other rooms at least to a plumbing inspection in the kitchen like for example if you get called out to a kitchen drain that's backed up and inspect that faucet inspect the angle stops and inspect everything in that kitchen and write it down come up with a list of immediate concerns and a watch list items so let's say they had one angle stock that's leaking them but they have maybe three more they got some corrosion and the rest of they're just as old but they are not showing that you know bad signs well you wouldn't separate the two here and this is where you would come up with a monthly payment plan and break it down so for example let's say just for round numbers let's say you were to you know a whole bunch of angle stops and let's just say you came up with a $2,000 bill and let's say you were to finance that in a hundred and you know one year zero interest you gotta have monthly payment plans available to your plumbing company like be able to offer low monthly payment plans to customers so you grab that $2,000 and you split it up into twelve monthly pain that's a hundred and sixty-six bucks that's a lot better than $2,000 right now people will take that trust me if they say no to the 2000 bucks say what about a hundred and sixty six dollars a month would that help your situation so very important it's you can come up with a really simple list and close them on the spot very persuasive with low monthly payment plans do the math before and at you know you even pitch this so that when you walk in you know the numbers 166 bucks and have that in the back of your mind or write it down somewhere so that when they say no to your estimate right you pop off with this here information what about a hundred and sixty-six bucks a month would that help your situation a lot of people say yes you'd be shocked so you give less estimates and more sales okay that's how you turn a small job into a bigger job using the low monthly payment plans knowing that dollar amount by just simply doing the math if it's a five thousand dollar job do the math what's it gonna cost in five years what's it gonna cost in one year and then go you haven't right those two numbers down and go and pitch it don't wait to see it you know you know how much it's gonna cost after we run your credit don't talk like that just have those numbers ready and let them know it'll vary between twenty or thirty bucks depending on their credit no big deal it'll take 15 minutes and we'll figure it out but you can expect about 166 dollars a month people like to hear that stuff instead of $2,000 right now okay so you got to be like a doctor okay like do you question the doctors for example if you have the chickenpox and it's clear that you have the chickenpox are you going yeah I should get a second opinion give me an estimate no you're not telling the doctor that you're gonna take your medicine for the chickenpox and it is what it is so you need to put your mindset as a plumber that you're like a doctor if you tell these people that the main line is broken they need to do something about it you need to have the mindset the authority and the voice to basically make that happen don't ask them tell them this is going to happen okay don't ask them tell them that's a big deal all right you're the doctor you're the one prescribing you're the one diagnosing you're the professional okay I'm gonna now I'm gonna teach you how to mess with the heart of selling major Reap types and huge jobs from like sneaking drains to read pipes okay so I'm gonna show you how to mess with a part of closing sales in this video gets juicy okay always offer three options for example if you go to snake a mainline okay and they have roots you need to give them three options one is to do that spot repair or clean outs for twenty five hundred dollars you see that option at the bottom will split up those $2,500 $2,500 into two monthly payment plans five-year plan in a one-year plan this is the bottom option there so you see forty-one dollars a month two hundred and eight dollars a month that's easier than selling twenty five hundred dollars right now right the second option is gonna be a five thousand sectional repair right like let's say you dig up to a certain part of the front yard a little more than just a spot repair or a reroute right again go back to the five-year plan and a one-year plan and this is how you sell the repipe s-- you pop off with a ten-year plan get $10,000 repipe on a ten-year plan with you know zero interest would be eighty three dollars a month so if they have good credit and let's say they have like seven percent interest you can add that do the math beforehand and know your numbers write down your numbers on your estimate and go in there prepared with these numbers don't try to write these numbers at the table that's another thing get to the table don't be pitching in the front yard get the husband and wife sitting down at a table and pitch the three options if you go to a main sewer line you want to get the camera in the main sewer line figure out where the roots are at offer them a spot repair a section or repair or a full-blown tree pipe and break it down into monthly payment plans let them choose you're gonna tell people to point say point at the option that fits your budget and tell them point and you're gonna see how people will point at five thousand dollar section or repair for a five-year plan don't just point it out you just gotta lay it out in this fashion again don't wait to come up with these numbers after you run a credit see if it happens no no no no no first you walk in with the numbers say this is around what it's gonna be depending on your credit it could go up or down on 20 to 30 dollars but these are you know something that you can consider and people will just choose them so it's very important that you choose they always offer three options and then offer monthly payment plans and for the big $10,000 repipe s-- offered three different plans a ten-year plan the five-year plan and the 1-year plan and you'll see everybody you know they pick different plans because they have different budgets and that's what you have to do is cater to their budgets and this is how you have to do it don't wait to pull their credit to figure out the numbers figure out the numbers in the band while you're writing up your estimate and go inside sit them down at the kitchen table draw out on a piece of paper and these three options and make them pick something that fits their budget those are the magic words okay guys I'm going to go ahead and move on here so here I'm going to show you how to close alternative choice so this is a question with two answers so and either one works in your favor so for example would you like to start today or does tomorrow work better for you that's not asking people if they want to do it a yes or a No that's asking the people do you want to do it today or it is tomorrow or better for you because you know you can be at their house maybe 7 8 o'clock p.m. so instead of saying you want to do the job you would take you want to start today or just tomorrow work better for you it's a different positioning of closing another one is gonna be what works best for you check cash or credit card if you ask them that question they have to answer it right the human brain wants answer questions so they're gonna say well my credit I can put it on my credit right so instead of saying do you want to do the job just say what works best for you check cash or credit card just try it you're gonna see the people will respond are you different don't just say do you want to do the job okay when we perform the work we will you be on-site or will you give us access so that's another way to indirectly close so let's say you have to dig up the kitchen because that kitchen line is just messed up underneath the slab one stead of saying do you want are you do you want to accept this contract you would say you know when we perform the work do you are you gonna be home are you gonna give us access because it's gonna get dusty and we have to close this off so that's another way to close instead of saying do you wanna do the job you would say when were you're doing the job are you gonna be here give it or are you gonna give us access it's a whole different way of closing positioning that clothes try it okay write these things down okay guys I'm giving you the slides so you can have this another one is the tie down question this is a question that at the end of the sentence and demands like yes so it's a way to get a yes isn't it this is the way you can do this in plumbing is it's like hey you don't want another flood do you like no that demands a no right um you want to save money on your plumbing don't you that's gonna demand a yes right um if I gave you a coupon would you want it that's gonna demand a yes there's certain ways you can position questions to demand a yes you get what I'm saying okay that was one wasn't it uh-huh I'll do it again so there's ways to get people to say yes and you have to position the words but here's the thing don't do it more than two times in one hour or people will catch on so if you say you know do want to save money you want to save money don't you and don't do it too much just do it no more than twice an hour okay I hope you guys catch on to this this is pretty good stuff there questions that demand a yes alright like do you need a plumber that's gonna be reliable or not reliable you want somebody that's gonna give you a guarantee don't you that demands a yes you want to have a plumber that's gonna give you a good price don't you that demands a yes so I hope you guys wrap your head around that it's pretty powerful if you do it right another one is the porcupine question this is where you ask answer a question with a question I know it's kind of sounds funny the pertinent question but the way a figure is like if if I were to grab porcupine and I throw it at you you're not gonna want to catch it you're gonna throw it right back at me so mmm when people ask you when can you do the work the way you answer that question is when would you like us to start that's the correct way see how that you add and make it with a question right when can you guys do the work that's a common question just hum when would you like us to start and then we'll tell you tomorrow morning stop talking shake their hand make them sign the agreement okay do you have long do you have monthly payments when they ask you that or they ask about those monthly payment plans that seed that you planted and the right way to answer that question is would you prefer low monthly payments they are gonna say yes okay I was going back to what I was just talking about earlier another one is when they ask you a question I do you accept credit cards these are all like closing questions these are questions that people throw at you because in their brain they've already accepted the fact that they're gonna do the job and they just want out or not the details and sometimes we don't catch on to that stuff so I'm telling you these things because these are common questions these are things that I figured out over 15 years okay do you accept credit cards what would you like to use your Visa Mastercard or American Express we accept them all which one do you have then say well I have a visa great let's go ahead and put a 10% deposit you know you got to catch on to these questions that these people ask and turn them into a closing statements built out of questions like what I'm showing you guys here when people ask you will you be doing the work that's because you sold them on you so you get the way you answer that question is would you prefer if I did the work that's gonna demand yes as soon as they say yes you stick your hand out and you shake it shake their hand and just give them the pen and have them sign the agreement another one is did you give discounts or military discounts or senior discounts again they're close they're just looking for a discount just the wave right wave answer that question as you can see as would you like a discount the reason I say that is because the word that's gonna come out of their mouth is gonna be yes and that's when you stop talking and you start shaking hands and you start closing very powerful stuff here guys okay I hope you take this and retain it the art of closing a sale you gotta help customers rationalize their decision that's how you're gonna close a sale you gotta help customers eliminate procrastination don't let that drippy faucet go that's how you're gonna close a sale help customers deal with their fears and their struggles when you give them a solution they're gonna be all over it so help customers deal with their fears and struggles and make sure that you give the right solution for them make it all about them them them and give them solutions for them it's not about us plumbers and what we're gonna do and what we need to do but hey here's a solution that you need right so here I'm gonna talk about four different ways to close okay guys master the art of a soft clothes and you have a hard clothes there's two different ways to clothes but I'm gonna talk about four different ways to clothes right now four different ways to close the deal the plumbing deal customer asks you a porcupine question like do you have military discounts that's in there done close that right there okay when you can also ask do the tests close this is a really really good one so let's say you're walking them through a repipe and you would say I'm gonna rip out this wall and we're gonna go around these cabinets to do the the reprieve here for the kitchen the hot a cold right and then you tell them how much money they're gonna save on the coupon that you're giving them right you gotta have stuff like that and just say these words how do you feel about this so far that's such a powerful question how do you feel about this so far let them tell you I'm not you know on that I don't have the money for it all right yeah it sounds really good you're gonna get a feel if they're gonna close this or not so without asking them hate you want to do this job without asking that hard question the soft way to ask that question is how do you feel about this so far use that phrase okay so with your approval we can start today or tomorrow that's another way to close the deal with your approval we can start today or tomorrow don't say sign this contract people don't like contracts remember that okay with your approval and when you say that with your approval we can start today just grab the you know if you have an iPad pass it to them so they can sign it there if you have a paper invoice then you grab your pen and just say with your approval we can start today or tomorrow just reach out to them and give them the pen and paper and don't take it from you but are they gonna say yes or no and just get that elephant out of the room and see if you can overcome objections by giving them more value and benefits okay um or you just saying I just need your approval right here and start handing them the pen so they can sign are given the iPad so they can sign okay these are four different ways to close the deal what when people say no thanks what do you do when customer tells you no banks give me an estimate let's go over that real quick okay let's go over rebuttals let me think about it so these are three common rebuttals I'm gonna show you how to get around them let me think about it it costs too much can you give me an estimate please you hear these things all the time so let's go over this stuff real quick when somebody tells you let me think about it you need to turn that into a question and say what would you like to think about it's usually gonna be money right like why are they what are they gonna sometimes it's timing hey they're gonna go on vacation and it works better if you know you do this job while they're on vacation and two weeks from now instead of today you know sometimes it's something different so if we're not asking them they're just holding that information well this is a very important statement or question what would you like to think about is it money because we've got a low monthly payment plans is it timing because we can put you on our schedule now you've gotta ask them that question don't just give them an estimate and walk away another rebuttal another you know way they get rid of plumbers and say no the plumbers they tell plumbers it costs too much so a rebuttal for that is you can ask them another question how much do you think it's worth so let's say they have a water heater and they want to upgrade to and take this water here you go whoo dating the regular water heater is like a thousand bucks or 1,500 bucks to 2,000 bucks whatever your price is twenty eight hundred bucks but that tankless water heater is gonna be like six seven eight thousand dollars or maybe even more sometimes depending on the code upgrades right so it costs too much so you ask them how much did you think this was gonna cost well so you have to educate them on why the tankless is a little more expensive Brian another question is would monthly payments help you just that simple question is gonna help with this when they tell you it costs too much you just tell them what my low monthly payments help you that's rhetorical question they're gonna say yes they're gonna think yes but what they're gonna say is how much are your low monthly payment plans that's when you pop off with that information okay another one is we hear it all the time can you give me an estimate please how do you get around that stuff okay the way you gotta do is you gotta ask these people what can I do to make this convenient for you just look them in the eye and just say what would it take for you to basically you know have this happen and be happy about it what would it take is it a lower price is it a different timeframe just ask them what would it take like for you to accept this type of job and let them give you the information and turn that into up close okay guys so here's an interesting statement and I'm wrapping it up now when you want to succeed as much as you want to breathe that's when you will succeed so sales is a big mindset the reason is some plumbers sell more than others is because they have an art of persuasion they know how to talk to customers and they have this mindset that they have to sell they have to succeed so this statement here when you want to succeed as much as you want to breathe that's when you will be successful you know that applies to men not boys because we have a family to take care of right so if you're watching this video and you don't have kids or children or family this is not to go against you what I'm telling you is that when people have more responsibilities they will do more and they'll do what it takes but when people don't have a lot of responsibilities they'll do just enough I think it's human nature so out in the plumbing field you know your what it where's your mindset do you want more sales or are you just cruising so managers if you can train your plumbers have weekly meetings and train their mindset so they want to succeed and watch their life improve as they make more money they will become more valuable in your company plumbers if you're watching this understand that the mindset is very important you need to take good care of it okay so congratulations you've completed the course um what do you think I've hope you'd liked it and again thank you for watching the strictly plumber sales training video I hope you guys enjoyed it and please share this with any plumbers that you have in your company anytime