Episode 71 - Next Level Electrical Sales - Taking Clients to The Ridiculous

• Joseph and Clay discussed the AC service situation. Joseph suspected that the salesperson was sent to install the hard start kit and use the opportunity to discuss an upgrade option with him. - PLAY @1:00
  
  
• Clay and Joseph discussed the importance of positioning oneself as a solution rather than a salesperson when interacting with customers who may initially see them as part of the problem. Joseph shared that he had higher sales when he looked like a technician rather than a salesperson. - PLAY @12:26
  
  
• Clay and Joseph discussed a sales technique called the "stars align close" where they create a perfect scenario for the customer and ask what they would do in that situation. They also talked about how making the scenario ridiculous can help the customer feel worse about giving the wrong answer and lead to a more honest response. - PLAY @17:28
  
  
• Joseph and Clay discussed the importance of pulling instead of pushing in sales. They also talked about the negative effects of being more committed than the customer and shared examples of how to make the sales process ridiculous. - PLAY @22:49
  
  
• Clay and Joseph discussed the importance of speaking with conviction and building relationships with customers, even if it doesn't lead to an immediate sale. They also acknowledged that not everyone will be a good fit for their services, but it's important to focus on providing the best service possible to those who are. - PLAY @28:20
  
  
• Joseph and Clay discussed the importance of providing ethical and high-quality service to customers, even if it means charging more. They emphasized the need to believe in one's own superiority in order to justify higher prices and to always strive for self-improvement. - PLAY @33:56
  
  
• Joseph and Clay discussed the importance of experiencing premium-level service in order to offer better service themselves. Joseph also shared a technique of asking customers about their ideal scenario to gauge their interest in a product or service. - PLAY @39:34
  
  

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